Optimize your levy funding

Optimize your levy funding

Upskill your current team or hire new talent through an apprenticeship with Mercuri. We now offer levy funded, world class development programmes for your sales teams, business leaders and customer service professionals to name but a few.
Negotiate with Confidence

Negotiate with Confidence

Develop a clearly defined and efficient approach to negotiation with Mercuri's Professional Negotiation Skills masterclass on October 30th - 31st. It is ideal for people in a sales, key account management, leadership or buying role who are directly involved in negotiations.
Sales Leadership in the Field Masterclass

Sales Leadership in the Field Masterclass

Develop your Coaching and Managing skills to have a direct influence on the ability of your team to perform at the highest level with Sales Leadership in the Field on November 20th.
Consultative Selling

Consultative Selling

Sales Managers and sales people must today master Assertive and Consultative Selling skills. They must know how to analyse their customers’ and prospects’ buying journey. Develop a sales approach that engages and motivates the customer to buy with our Consultative Selling masterclass at the London Heathrow Crowne Plaza.
Accelerate sales growth with improved sales activity planning

Accelerate sales growth with improved sales activity planning

Join our next Sales Activity & Pipeline Planning masterclass on November 6th at the London Heathrow Crowne Plaza.

Taking Sales to a Higher Level

Back

Beat your negotiation blues

Negotiation demystified

Negotiation happens when the Buyer’s need to buy meets the Seller’s need to sell. Negotiation evokes fear when it is wrongly equated with bargaining, which is just one component of negotiation. When a salesperson is unable to convincingly demonstrate value, the Customer straightaway gets into bargaining on price and terms

Four step Formula to Successful Negotiation

1. Preparing

Three critical elements - Home work prior to negotiation is critical. This should be around three critical elements of a sale:

(i) CustomerThings to know about our customer must include: What is the problem the Customer is trying to solve? Who takes decisions? Who influences decisions? Who can stop decisions? Who can postpone decisions? Do we know all these stakeholders? Do we understand & manage their expectations and perceptions right

(ii) Competition -   Who are they? What is their current situation? What has been their behavior? How will our offer compare with theirs

(iii) Our offerWhat are our priorities? How important is the deal/client to us? What are the long term implications? Most importantly what will be our Walk Away? Preparation should include a set of non-negotiable thresholds. You must be willing to walk away if those are not met. Walk away, however, does not mean a sullen withdrawal. Nor is it an admission of defeat. It is a tactical retreat to avoid a loss making deal.

2. Discussing This would mean exploring positions and interests both ours and the Customer’s

3. Proposing alternativesIn this phase we propose alternatives. But no commitments are offered

4. Bargaining To reach an agreement, we should know how much we can afford to give away. Bargaining covers a whole range of issues such as terms and conditions, after sales service, warranty, training, annual maintenance and not just the price. You should have a range within which negotiation is feasible for each of these issues.

Find out more about Successful Negotiation

Please call +44 (0) 330 9000 800 or email ukinfo@mercuri.co.uk to receive our Negotiation whitepaper.