Onze visie

Onze visie

De wereldwijde experts zijn op gebied van sales en sales management
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Onze missie

Wij helpen u om uw strategieën te implementeren en sterke verkoopresultaten te behalen.
Sales Award

Sales Award

Mercuri International heeft reeds meerdere jaren op rij Awards gekregen van verschillende training organisaties.
Sales in the 3rd Millennium

Sales in the 3rd Millennium

Wat is de rol van de verkoper in de toekomst ?
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Ons aanbod

Check ons aanbod voor trainingen, workshops, coachings, consulting, competence evaluatie enz.
70% van de buying journey gebeurt online - Ja of neen ?

70% van de buying journey gebeurt online - Ja of neen ?

Mercuri International Benelux Survey Inkoop-Verkoop. Samenvatting van de resultaten onder "Nieuws"

Taking Sales to a Higher Level

Using financial insight to drive value selling
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Using financial insight to drive value selling

Value selling centers on creating customer-specific value propositions, no doubt a familiar term. Rather than simply presenting what he has, the account manager and his organization focus instead on understanding the client’s business. What are its drivers? How does the customer deploy them in developing market strategy and setting financial and business objectives? Only by answering those questions can the supplier begin to demonstrate the true value of its solutions and avoid the features-and-functions trap that so easily pushes down margins. Being able to identify and articulate the client’s top five business issues and demonstrate how the seller’s solutions address one or more of those issues are key. Research by Mercuri International shows that two out of three companies consider value selling their No. 1 strategic sales issue, regarding it as a clear competitive differentiator. However, they also give themselves a poor rating for value selling, typically ranking their performance halfway down their skil s range.

By Dave Cusdin, Partner and global, technology sector leader, Mercuri International.