Denise Meyerson Management Consultancy International Briefing Certificate 4 in Business Sales

Introducing Management Consultancy International

Agenda What is the structure and content of Certificate 4 Business Sales? What is innovative in the Management Consultancy International program? What funding is available? How do we measure ROI on the program? Questions and comments

What is the structure and content of Certificate 4 Business Sales?

What is innovative in the Management Consultancy International program?

What funding is available?

How do we measure ROI on the program?

Questions and comments

BSB 40607 : Certificate 4 in Business Sales 1 core unit + 9 elective units Core Unit - Occupational Health + Safety BSBOHS407A Monitor a safe workplace Choose 5 Sales Units BSBSLS402A Identify sales prospects BSBSLS403A Present a sales solution BSBSLS404A Secure prospect commitment BSBSLS405A Support post-sale activities BSBSLS406A Self-manage sales performance BSBPRO401A Develop product knowledge BSBREL402A Build client relationships and business networks

Core Unit - Occupational Health + Safety BSBOHS407A Monitor a safe workplace

+ Select 4 Additional Electives See full list of electives on the student information sheet Including: BSBCUS401A Coordinate implementation of customer service strategies BSBCUS402A Address customer needs BSBCMM401A Make a presentation

What is the content of the Management Consultancy International Business Sales Program? Customised where possible to organisation’s context The Portfolio builder Award-winning content

Customised where possible to organisation’s context

The Portfolio builder

Award-winning content

Flexible Options The public schedule Recognition of Prior Learning – we certificate your existing sales program In-house delivery of customised content

The public schedule

Recognition of Prior Learning – we certificate your existing sales program

In-house delivery of customised content

Program Overview Module 1 Develop product knowledge Build client relationships and business networks Module 2 Identify sales prospects Present a sales solution Module 3 Secure prospect commitment Self-manage sales performance Module 4 Monitor a safe workplace Coordinate implementation of customer service strategies Address customer needs Module 5 Elective and wrap-up

Module 1

Develop product knowledge

Build client relationships and business networks

Module 2

Identify sales prospects

Present a sales solution

Module 3

Secure prospect commitment

Self-manage sales performance

Module 4

Monitor a safe workplace

Coordinate implementation of customer service strategies

Address customer needs

Module 5

Elective and wrap-up

Structure of Sessions Theory Video content – Discussion – Debate - Activity How does this apply to you in your role?

Examples from the program

Sell me this pen

Session 1 The sales cycle Communication styles DISC Profiling Active Listening Benefits vs Features Self-motivation

The sales cycle

Communication styles

DISC Profiling

Active Listening

Benefits vs Features

Self-motivation

Session 2 Research & preparation Planning & structuring a sale A model for selling - SPIN Questioning techniques: Situation questions Problem questions Implication questions Need-payoff questions

Research & preparation

Planning & structuring a sale

A model for selling - SPIN

Questioning techniques:

Situation questions

Problem questions

Implication questions

Need-payoff questions

Session 3 Negotiation skills Dealing with objections Cialdini’s secrets of influence Finding the time to sell

Negotiation skills

Dealing with objections

Cialdini’s secrets of influence

Finding the time to sell

Session 4 Sales presentations Networking skills Customer service excellence Simulations OH&S in a sales context

Sales presentations

Networking skills

Customer service excellence

Simulations

OH&S in a sales context

Session 5 Scenarios & role plays – option of video and feedback Post sales activities Using spreadsheets Prospecting for leads Cold-calling

Scenarios & role plays – option of video and feedback

Post sales activities

Using spreadsheets

Prospecting for leads

Cold-calling

Planning and Selling

Videos and Podcasts

Questions How did that activity relate to your work role? What actions do you need to take to ensure that this is integrated into how you do things? What commitments are you prepared to make? What will you in future STOP doing? What will you START doing? What will you CONTINUE doing? How will others in the team and your manager know that you have made these changes? How might you sabotage yourself? What is in it for you to change?

How did that activity relate to your work role?

What actions do you need to take to ensure that this is integrated into how you do things?

What commitments are you prepared to make?

What will you in future STOP doing?

What will you START doing?

What will you CONTINUE doing?

How will others in the team and your manager know that you have made these changes?

How might you sabotage yourself?

What is in it for you to change?

The Portfolio Builder When we see this symbol we need to create evidence for our ‘Portfolio Builders’ Portfolio builder

When we see this symbol we need to create evidence for our ‘Portfolio Builders’

Funding arrangements New South Wales  Queensland  TAS and ACT  Victoria and NT X SA and WA X

The figures

Up-side and down-side Benefits Disadvantages Extended budget Staff motivation Retention Win - win Paperwork

Return on Investment

How do you ensure ROI? Set a clear purpose No objective = no measurement Consult widely Each participant with a clear objective Avoid questions - did you ‘enjoy’ the training? Start asking - what will you change in your behaviour as a result of the training? Keep a record of qualitative results Identify changes to culture

Set a clear purpose

No objective = no measurement

Consult widely

Each participant with a clear objective

Avoid questions - did you ‘enjoy’ the training?

Start asking - what will you change in your behaviour as a result of the training?

Keep a record of qualitative results

Identify changes to culture

Questions and comments

What other qualifications do we have on scope? Business Administration Frontline Management Customer Contact Human Resources Training and Assessment

Business Administration

Frontline Management

Customer Contact

Human Resources

Training and Assessment

1300 768 550 www.mci.edu.au Email us for: White papers CCH – HR Bulletin Copy of slides