Our View on Sales
We know that there is no one single successful sales model. Even within a particular market sales situations may be different as they are influenced by:
- The strategy (e.g. winning a deal or building loyalty)
- The degree of customer value to be generated by the sales team (order taking through to consultative selling)
- The product / service range & its lifecycle
For this reason Mercuri International works from a model which considers all your key sales scenarios. We call this Differentiated Selling.
Mercuri International focusses on four key selling scenarios. Understanding each scenario and the factors within them will enable a sales person to rapidly assess customer requirements and adapt their approach to suit.
The 4 approaches are described in the sketch below: