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

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Top 10 considerations for Effective Price Handling and Negotiations

Did you know that an independent study by YouGov and the Centre for Economics and Business Research (CEBR) found that UK plc would have increased turnover in the private sector by around £17bn if more effective negotiation had been in play?

From our extensive discussions with the LinkedIn Group, Sales and Marketing Executives (CSO/CMO), we've gleaned what could be considered the Top 10 considerations for Effective Price Handling and Negotiations:

  1. Be convinced of the value of your offering.
  2. Create tangible value calculations based on the NBA (Next Best Alternative).
  3. Mitigate risk of loss with knowledge. (Know the NBA, Know the Competition, Know the Customer, Know their Buying Criteria).
  4. Realize that reducing price can devalue your product, your service & YOU.
  5. Align and Ensure Sales Management, Product Managers & the Pricing Departments are all on the same page (checklist).
  6. Listen to the Clients' Big Picture Goals (profit, market share etc.) and link your offering to that.
  7. Prepare a list of Fixed & Variable (Tradable) Elements.
  8. Suggest adjustment (reduction) in services as a fair exchange for Price Reduction.
  9. Ask for SOMETHING in return for Price Reduction.
  10. Know and stick to your BATNA (Best Alternative to Non Agreement).

Interested?

Find out more about Professional Negotiating techniques