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

Do you engage in coaching visits with your team? 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 - 21st.
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. Develop a sales plan that will help you manage existing customers and find new opportunities.

Taking Sales to a Higher Level

Back

Sales Calls

 Drained or radiating?

  • Question: What’s the best way to eat an elephant?
  • Answer: Piece by piece!

In sales, it’s all about slicing the big win into a series of small ones and knowing what we’ll accomplish before we need to re think. We must get sharper with every experience, celebrate the incremental gain and feel energized to take the next bite!  Sometimes, our expectations are just not realistically calibrated and leave us feeling flat and drained. Beating ourselves up will not help!

Closing is the ‘big win’, the overarching goal but ‘stepping stone’ small wins are also good. These can include sharing information that adds value to the customer, influencing stakeholders, gaining new contacts or moving the opportunity one or more stages through your sales pipe.

If we can close it out completely this time we must aim for an intermediate gain such as a part order, a trial order, product approval or submission of a revised offer.

How do these stepping stones make your sales visits productive? With a clear main objective, intelligent and stretching intermediate goals and some realistic retreat aims, we retain control of the process and move the opportunity nearer to the final ‘Yes!’

Incremental gains offer on the spot flexibility and agile adjustment of your approach regardless of how the journey twists and turns. This reduces panic if your main aim seems currently out of reach and avoids that all too detectable whiff of desperation which sees us agreeing to a bad deal just to salvage something.

And here’s the bonus; we win something in every sales visit no matter how they turn out.

Closing is the ‘big win’, the overarching goal but ‘stepping stone’ small wins are also good.