MI SALES ACADEMY

SALES MODULES 2013

The MI Sales Academy

Welcome! The MI Sales Academy has been designed around the modern business and for the modern business professional. It achieves this by providing a flexible, modular approach to people development. Based on practical and highly effective Mercuri methodologies, proven for over 50 years with thousands of clients, the content of each module has been specifically designed to address the real life challenges facing sales professionals in the 21st Century. The Academy will support the long term development of your people in two key ways: 1. For those who require very specific development each module will focus on a core number of related topics which will be

covered in detail. Each will be supported before and afterwards with related e-learning modules. 2. For those who require a long term development programme we will link various modules together to create a personal learning

path, covering the critical topics in a time schedule tailored to the individual. We will also link various related e-learning modules in order to create a fully blended learning experience.

Please contact Mercuri on 00 44 (0)1932 844855 and one of our consultants will be able to guide you on the most appropriate modules for your learning path based on your learning requirements. We look forward to welcoming you or your team member to the Sales Academy and wish you and them every success on the development journey.

Essential Selling Skills

Who Should Attend? This programme is for those people who are new to the sales role and need to understand the basic principles of professional selling

The Key Outputs: A comprehensive framework for planning and achieving sales success. A highly effective and clearly defined methodology for dealing with customers. A solid foundation on which to develop your sales career.

The Schedule 26th – 27th February 2013 Kettering Park Hotel 11th - 12th June 2013 Kettering Park Hotel 24th – 25th September 2013 Kettering Park Hotel

The Investment £890 + VAT (Excludes hotel costs)

The Agenda (2 Days)

Introduction and Objectives Setting the objectives for the participants.

The Role of the Salesperson Examining the different aspects of the role and how they impact on the sales result.

Understanding the Sales Process Defining the key steps of the sales process.

Understanding the Buying Process Understanding what makes people buy and why.

Preparation and Planning How to use sales tools to structure the sales call.

Effective Communication How to apply questioning and listening skills to uncover customers requirements.

Presenting the Solution How to present your offer convincingly.

Objection Handling How to deal with the customers objections.

Closing the Deal How to achieve the best result.

Personal Action Planning How to implement the key learning points.

MI Consultative Selling

Who Should Attend? This programme is for all sales people who wish to develop a highly effective, successful and professional approach to selling.

The Key Outputs: A comprehensive sales approach that engages and motivates the customer to buy. Improved skills that enable you to manage your sales approach more effectively. More confidence to succeed in your sales career.

The Schedule 5th – 7th February 2013 Kettering Park Hotel 23rd – 25th April 2013 Kettering Park Hotel 4th – 6th June 2012 Kettering Park Hotel 10th – 12th September 2013 Kettering Park Hotel 22nd – 24th October 2013 Kettering Park Hotel

The Investment £1,590 + VAT (Excludes hotel costs)

The Agenda (3 Days)

Introduction and Objectives Setting the objectives for the participants.

Professional Positioning How to communicate the value your company offers to your customers.

Impact and Influence How to adapt your behaviour in order to change the behaviour of your customer.

Managing Meeting Dynamics How to maintain control during a meeting.

Information Gathering Skills How to consciously use your skills and techniques to uncover customer requirements.

Compelling Business Communications How to create an impact through the way you communicate.

Powerful Solution Presentations How to present your offer to make it more compelling.

Effective Objection Handling How to deal with the customer and the objection they have raised.

Gaining Commitment and Team Selling Using all available resource to achieve the best result.

Personal Action Planning How to implement the key learning points.

Sales Activity and Pipeline Planning

Who Should Attend? This programme is for all sales people who wish to develop a highly effective, successful and professional approach to selling.

The Key Outputs: A comprehensive sales tool box for driving selling activity. A highly effective dashboard for managing selling activity. A framework for planning and achieving sales growth.

The Schedule 12th – 14th March 2013 Kettering Park Hotel 14th – 16th May 2013 Kettering Park Hotel 25th – 27th June 2013 Kettering Park Hotel 8th – 10th October 2013 Kettering Park Hotel 26th – 28th November 2013 Kettering Park Hotel

The Investment £1,590 + VAT (Excludes hotel costs)

The Agenda (3 Days)

Introduction and Objectives Setting the objectives for the participants.

Planning for Sales Success – The Sales Platform How to build a personal sales plan that will deliver results. How to effectively manage selling activity.

Selling Strategies How to select the right approach that will secure the business.

Managing Existing Customer Relationships How to maintain and grow existing business. Using tools to monitor customer relationships.

Managing the Sales Pipeline How to manage opportunities through the pipeline and improve the conversion of new business.

Finding New Sales Opportunities Exploring where to find new opportunities within existing customers. How to source new leads.

Effective Approach Strategies How to make your first contact with a prospect more effective.

Telephone Appointment Making Making contact with prospects using one of the effective approach strategies.

Personal Action Planning How to implement the key learning points.

Professional Presentation Skills

Who Should Attend? This programme is for anyone who needs to be able to present convincingly and with confidence.

The Key Outputs: Each individual will keep a copy of their own presentations throughout the 2 days , including the feedback provided. In addition, each person will take away their personal checklist for delivering effective presentations.

The Schedule 5th – 6th November 2013 Kettering Park Hotel

The Investment £975 + VAT (Excludes hotel costs)

The Agenda (2 Days)

Introduction and Objectives Getting the participants to present their personal objectives for the course.

Understanding Communication Exploring the process of communication and how to adapt your message to have more impact.

Planning the Presentation How to build the essential components of an effective presentation.

Personal Projection How to adapt your voice and words in order to have maximum impact.

Non-verbal Communication How to use body language to enhance your presentation. Using the full range of personal attributes.

Managing Your Audience How to apply different techniques to engage with the audience.

The Use of Audio and Visual Aids How to present your offer to make it more compelling.

Personal Action Planning How to implement the key learning points.

Professional Negotiation Skills

Who Should Attend? This module is for those in a sales, management or buying role who would be directly involved in sales negotiations.

The Key Outputs: A clearly defined and efficient negotiation process. A series of highly effective negotiation tools. A defined framework for improving the returns on commercial agreements.

The Schedule 30th April – 1st May 2013 Kettering Park Hotel 15th – 16th October 2013 Kettering Park Hotel

The Investment £975 + VAT (Excludes hotel costs)

The Agenda (2 Days)

Introduction and Objectives Setting the objectives for the participants.

The Negotiation Process Defining negotiation and setting out the various stages of the negotiation process.

The Preparation Phase How to analyse the components of your offer. Identifying the strengths and weaknesses on both sides.

The Discussion Phase How to evaluate the components of your offer in relation to the other sides requirements.

The Proposing Phase How to put forward your options in line with your original objectives.

The Bargaining Phase How to trade the variable components in your offer in order to achieve the best outcome.

Agreeing to agree How to ensure that both sides are committed to the agreement.

Personal Action Planning How to implement the key learning points.

Key Account Management

Who Should Attend? This programme is for experienced sales people who have, or will soon have, responsibility for managing strategic relationships with key customers.

The Key Outputs: A comprehensive toolbox for driving efficient selling activity. A clearly defined process for creating stronger and more profitable relationships that are secured from competitor activity. A defined set of methods and activities that will increase the wallet share from key customers.

The Schedule 21st – 23rd May 2013 Kettering Park Hotel 15th – 17th October 2013 Kettering Park Hotel

The Investment £1,690 + VAT (Excludes hotel costs)

The Agenda (3 Days)

Introduction and Objectives Setting the objectives for the participants.

What does KAM feel like? This examines the emotional aspect of dealing with key customers and how each treats the other.

The Mercuri Key Account Model This model brings together all of the essential elements of KAM, both at a strategic level and operational level.

Selection Criteria How to define your key accounts. The criteria that determines those that need specific attention.

Managing Information and People This section examines the critical information needed to effectively manage your way around the decision making process.

Objectives and Strategies How to ensure your activities are aligned to a clear goal that will deliver what you need from your key customers.

People How to build the right key account team.

Solutions The impact of their demands on your offer.

Planning and Measurement How to build and monitor the key account plan.

Personal Action Planning How to implement the key learning points.

MERCURI INTERNATIONAL (UK) LTD

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T EL : 01932 844855

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