Professional selling new blended learning

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Professional Selling is an innovative 13 week learning programme that equips financial services professionals to sell more effectively

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Professional selling new blended learning

  1. 1. welcome to Professional Selling from Mercuri International
  2. 2. powerful learning resources to help you achieve
  3. 3. dynamic business growth in financial & professional services
  4. 4. Professional Selling consists of 13 weekly modules covering a range of key subjects that underpin success in this sector
  5. 5. each module uses several learning approaches
  6. 6. Not every learning approach is used for every module
  7. 7. Rapid Learnings are 10-30 minute animated presentations to introduce a subject
  8. 8. Mercuri Essentials are 1-2 page downloadable summaries
  9. 9. Skill Sharpeners articles to give more detail and background
  10. 10. podcasts listen again
  11. 11. video to bring learning to life
  12. 12. quizzes test understanding measure progress
  13. 13. working tools to boost effectiveness
  14. 14. virtual coaching to stimulate action
  15. 15. supported by clear communications
  16. 16. what it covers
  17. 17. Initial virtual coaching session <ul><li>Check-in </li></ul><ul><li>Personal introduction from your Mercuri coach </li></ul><ul><li>Questions and answers </li></ul>
  18. 18.  introduction and overview <ul><li>Video welcome to the programme </li></ul><ul><li>Overview of the programme </li></ul><ul><li>Quiz to establish baseline for learning </li></ul><ul><li>The four stages of learning </li></ul><ul><li>How to get the best from Professional Selling </li></ul>
  19. 19.  where will your growth come from? <ul><li>Rapid Learnings: </li></ul><ul><ul><li>Feast & Famine </li></ul></ul><ul><ul><li>The Sales Platform </li></ul></ul><ul><li>Mercuri Essential on sustainable sales growth </li></ul><ul><li>Skill Sharpener: The Business Growth Planner </li></ul><ul><li>Downloadable tool: Business Growth Planning Calculator </li></ul><ul><li>Managing activity to deliver the result </li></ul><ul><li>Quantity, Direction & Quality of sales activity </li></ul>
  20. 20.  making choices: identifying the right clients and opportunities <ul><li>Rapid Learning: Making Choices about the right clients and opportunities to pursue </li></ul><ul><li>Mercuri Essential on being selective </li></ul><ul><li>Skill Sharpeners: </li></ul><ul><ul><li>Selection criteria </li></ul></ul><ul><ul><li>Project prioritisation </li></ul></ul><ul><li>Downloadable tools: </li></ul><ul><ul><li>AttAcc planner for selection criteria </li></ul></ul><ul><ul><li>Go/NoGo analysis tool </li></ul></ul>
  21. 21.  compelling selling: working on the issues that matter most <ul><li>Rapid Learning: Compelling Selling -finding the compelling events which mean the client must make a decision. </li></ul><ul><li>Mercuri Essential on Compelling Selling </li></ul><ul><li>Skill Sharpeners: </li></ul><ul><ul><li>Understanding your client’s world </li></ul></ul><ul><ul><li>Understanding your client’s industry </li></ul></ul><ul><ul><li>Understanding your client’s business </li></ul></ul><ul><li>Podcast </li></ul>
  22. 22. Virtual coaching session <ul><li>Review of modules: </li></ul><ul><ul><li>Where will your growth come from </li></ul></ul><ul><ul><li>Making choices </li></ul></ul><ul><ul><li>Compelling selling </li></ul></ul><ul><li>Identify key learning points </li></ul><ul><li>Answer outstanding questions </li></ul><ul><li>Agree individual action plan </li></ul>
  23. 23.  approach: connecting with the right people <ul><li>Rapid Learning: The approach – getting in front of the right people in the most effective and efficient way </li></ul><ul><li>Mercuri Essential on the approach phase </li></ul><ul><li>Skill Sharpeners: </li></ul><ul><ul><li>Networking </li></ul></ul><ul><ul><li>Making the approach </li></ul></ul><ul><ul><li>Making the appointment </li></ul></ul>
  24. 24. <ul><li>prepare to succeed </li></ul><ul><li>Rapid Learning: </li></ul><ul><ul><li>Prepare to succeed the keys to good preparation </li></ul></ul><ul><ul><li>Long term account planning </li></ul></ul><ul><ul><li>The 90/30 day plan </li></ul></ul><ul><li>Mercuri Essential getting ready for the sales meeting. </li></ul><ul><li>Sales meeting planning checklist </li></ul><ul><li>90/30 day plan </li></ul>
  25. 25.  engage: the vital opening stages <ul><li>Rapid Learning: Practical ways to make sure the sales contact gets off on the right foot. </li></ul><ul><li>Mercuri Essential: downloadable summary of the key points. </li></ul><ul><li>Skill sharpeners: </li></ul><ul><ul><li>The vital first five minutes </li></ul></ul><ul><ul><li>Building trust faster </li></ul></ul><ul><ul><li>Positioning statements </li></ul></ul>
  26. 26.  understand: the key skills of understanding the client <ul><li>Rapid Learning: The four essential skills for understanding the customer. </li></ul><ul><li>Mercuri Essential: downloadable summary of the key points. </li></ul><ul><li>Skill sharpeners: </li></ul><ul><ul><li>Create openness </li></ul></ul><ul><ul><li>Ask good questions </li></ul></ul><ul><ul><li>Listen </li></ul></ul><ul><ul><li>Summarise </li></ul></ul><ul><li>Mercuri tool: question bank </li></ul>
  27. 27.  propose: putting your ideas across to the client <ul><li>Rapid Learning: Communicating your solution: </li></ul><ul><ul><li>Relevant </li></ul></ul><ul><ul><li>Robust </li></ul></ul><ul><ul><li>Proof </li></ul></ul><ul><ul><li>Benefit </li></ul></ul><ul><li>Mercuri Essential: downloadable summary of the key points. </li></ul><ul><li>Skill sharpeners: </li></ul><ul><ul><li>The presentation cycle </li></ul></ul><ul><ul><li>Situational solutions </li></ul></ul><ul><li>Links to innovative presentation resources </li></ul>
  28. 28. Virtual coaching session <ul><li>Review of modules: </li></ul><ul><ul><li>Approach </li></ul></ul><ul><ul><li>Prepare for success </li></ul></ul><ul><ul><li>Engage </li></ul></ul><ul><ul><li>Understand </li></ul></ul><ul><ul><li>Propose </li></ul></ul><ul><li>Identify key learning points </li></ul><ul><li>Answer outstanding questions </li></ul><ul><li>Agree individual action plan </li></ul>
  29. 29.  manage the pipeline <ul><li>Rapid Learning: The why and how of pipeline management </li></ul><ul><li>Mercuri Essential: downloadable summary of the key points. </li></ul><ul><li>Skill sharpeners: </li></ul><ul><ul><li>Probability indicators </li></ul></ul><ul><ul><li>Managing through the sales cycle: key acceptances </li></ul></ul><ul><ul><li>Continuous streams of interaction </li></ul></ul>
  30. 30. resolve: handling objections and gaining commitment 11 <ul><li>Rapid Learning: </li></ul><ul><ul><li>Why we get objections </li></ul></ul><ul><ul><li>How we feel </li></ul></ul><ul><ul><li>Proven techniques for handling objections </li></ul></ul><ul><ul><li>Price handling </li></ul></ul><ul><ul><li>Gaining commitment </li></ul></ul><ul><li>Mercuri Essential: downloadable summary of the key points. </li></ul><ul><li>Skill sharpeners: </li></ul><ul><ul><li>Objection handling techniques </li></ul></ul><ul><ul><li>Price handling techniques </li></ul></ul><ul><ul><li>Gaining commitment </li></ul></ul>
  31. 31. grow the relationship 12 <ul><li>Rapid Learning: </li></ul><ul><ul><li>Moving out of the bridgehead </li></ul></ul><ul><ul><li>Cross selling </li></ul></ul><ul><ul><li>Account planning </li></ul></ul><ul><li>Mercuri Essential: downloadable summary of the key points. </li></ul><ul><li>Skill sharpeners: </li></ul><ul><ul><li>Cross selling </li></ul></ul><ul><ul><li>Building a customer strategy </li></ul></ul><ul><ul><li>Account planning </li></ul></ul>
  32. 32. make it happen <ul><li>Rapid Learning: </li></ul><ul><ul><li>Practical ways to maximise implementation </li></ul></ul><ul><li>Downloadable aide-memoire </li></ul><ul><li>Closing quiz to measure learning </li></ul><ul><li>Continuing support and resources </li></ul>13
  33. 33. Virtual coaching session <ul><li>Review of modules: </li></ul><ul><ul><li>Manage the pipeline </li></ul></ul><ul><ul><li>Resolve problems & gain commitment </li></ul></ul><ul><ul><li>Grow the relationship </li></ul></ul><ul><ul><li>Make it happen </li></ul></ul><ul><li>Answer outstanding questions </li></ul><ul><li>Agree individual action plan </li></ul>
  34. 34. how does it work?
  35. 35. connect to your weekly module
  36. 36. engage with your Mercuri coach
  37. 37. convert your learning into action
  38. 38. to see how Professional Selling could work for you please contact our international sector head of Richard Higham +44 7712 588757 [email_address] financial & professional services
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