The MI Sales AcademyWelcome!The MI Sales Academy has been designed around the modern business and for the modern business professional. It achieves this byproviding 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 ofeach 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.For those who are unsure about which modules are appropriate the MI Sales Academy contains an online competence evaluationtool which the participant can complete. This will identify the most appropriate development path. Access to this tool is via the linkbelow:www.learningpath.netShould you prefer to speak to a Mercuri Consultant before choosing your learning path please call us at: 00 44 (0)1932 844855We look forward to welcoming you or your team member to the Sales Academy and wish you and them every success on thedevelopment journey.
Essential Selling SkillsWho Should Attend? The Agenda (2 Days)This programme is for those people who are new to Introduction and Objectivesthe sales role and need to understand the basic Setting the objectives for the participants.principles of professional selling The Role of the Salesperson Examining the different aspects of the role and how theyThe Key Outputs: impact on the sales result. Understanding the Sales ProcessA comprehensive framework for planning and Defining the key steps of the sales process.achieving sales success.A highly effective and clearly defined methodology for Understanding the Buying Processdealing with customers. Understanding what makes people buy and why.A solid foundation on which to develop your sales Preparation and Planningcareer. How to use sales tools to structure the sales call. Effective CommunicationThe Schedule How to apply questioning and listening skills to uncover customers requirements.1st – 2nd May 2012 Kettering Park Hotel Presenting the Solution25th - 26th September 2012 Kettering Park Hotel How to present your offer convincingly.6th – 7th November 2012 Kettering Park Hotel Objection Handling How to deal with the customers objections.The Investment Closing the Deal£890 + VAT How to achieve the best result. Personal Action Planning(Excludes hotel costs) How to implement the key learning points.
MI Consultative SellingWho Should Attend? The Agenda (3 Days)This programme is for all sales people who wish to Introduction and Objectivesdevelop a highly effective, successful and professional Setting the objectives for the participants.approach to selling. Professional Positioning How to communicate the value your company offers toThe Key Outputs: your customers. Impact and InfluenceA comprehensive sales approach that engages and How to adapt your behaviour in order to change themotivates the customer to buy. behaviour of your customer.Improved skills that enable you to manage your salesapproach more effectively. Managing Meeting DynamicsMore confidence to succeed in your sales career. How to maintain control during a meeting. Information Gathering SkillsThe Schedule How to consciously use your skills and techniques to uncover customer requirements.7th – 9th February 2012 Kettering Park Hotel Compelling Business Communications24th – 26th April 2012 Kettering Park Hotel How to create an impact through the way you19th – 21st June 2012 Kettering Park Hotel communicate.4th – 6th September 2012 Kettering Park Hotel Powerful Solution Presentations16th – 18th October 2012 Kettering Park Hotel How to present your offer to make it more compelling. Effective Objection Handling How to deal with the customer and the objection theyThe Investment have raised.£1,590 + VAT Gaining Commitment and Team Selling(Excludes hotel costs) Using all available resource to achieve the best result. Personal Action Planning How to implement the key learning points.
Sales Activity and Pipeline PlanningWho Should Attend? The Agenda (3 Days)This programme is for all sales people who wish to Introduction and Objectivesdevelop a highly effective, successful and professional Setting the objectives for the participants.approach to selling. Planning for Sales Success – The Sales Platform How to build a personal sales plan that will deliverThe Key Outputs: results. How to effectively manage selling activity. Selling StrategiesA comprehensive sales tool box for driving selling How to select the right approach that will secure theactivity. business.A highly effective dashboard for managing sellingactivity. Managing Existing Customer RelationshipsA framework for planning and achieving sales growth. How to maintain and grow existing business. Using tools to monitor customer relationships.The Schedule Managing the Sales Pipeline How to manage opportunities through the pipeline and improve the conversion of new business.6th – 8th March 2012 Kettering Park Hotel29th – 31st May 2012 Kettering Park Hotel Finding New Sales Opportunities3rd – 5th July 2012 Kettering Park Hotel Exploring where to find new opportunities within2nd – 4th October 2012 Kettering Park Hotel existing customers. How to source new leads.27th – 29th November 2012 Kettering Park Hotel Effective Approach Strategies How to make your first contact with a prospect more effective.The Investment Telephone Appointment Making£1,590 + VAT Making contact with prospects using one of the effective approach strategies.(Excludes hotel costs) Personal Action Planning How to implement the key learning points.
Professional Presentation SkillsWho Should Attend? The Agenda (2 Days)This programme is for anyone who needs to be able to Introduction and Objectivespresent convincingly and with confidence. Getting the participants to present their personal objectives for the course.The Key Outputs: Understanding Communication Exploring the process of communication and how toEach individual will keep a copy of their own adapt your message to have more impact.presentations throughout the 2 days , including the Planning the Presentationfeedback provided. How to build the essential components of an effectiveIn addition, each person will take away their personal presentation.checklist for delivering effective presentations. Personal Projection How to adapt your voice and words in order to have maximum impact.The Schedule Non-verbal Communication How to use body language to enhance your12th – 13th June 2012 Kettering Park Hotel presentation. Using the full range of personal9th – 10th October 2012 Kettering Park Hotel attributes. Managing Your Audience How to apply different techniques to engage with theThe Investment audience.£975 + VAT The Use of Audio and Visual Aids(Excludes hotel costs) How to present your offer to make it more compelling. Personal Action Planning How to implement the key learning points.
Professional Negotiation SkillsWho Should Attend? The Agenda (2 Days)This module is for those in a sales, management or Introduction and Objectivesbuying role who would be directly involved in sales Setting the objectives for the participants.negotiations. The Negotiation Process Defining negotiation and setting out the various stagesThe Key Outputs: of the negotiation process. The Preparation PhaseA clearly defined and efficient negotiation process. How to analyse the components of your offer. IdentifyingA series of highly effective negotiation tools. the strengths and weaknesses on both sides.A defined framework for improving the returns oncommercial agreements. The Discussion Phase How to evaluate the components of your offer in relation to the other sides requirements.The Schedule The Proposing Phase How to put forward your options in line with your original objectives.9th – 10th October 2012 Kettering Park Hotel The Bargaining Phase How to trade the variable components in your offer in order to achieve the best outcome.The Investment£975 + VAT Agreeing to agree How to ensure that both sides are committed to the(Excludes hotel costs) agreement. Personal Action Planning How to implement the key learning points.
Key Account ManagementWho Should Attend? The Agenda (3 Days)This programme is for experienced sales people who Introduction and Objectiveshave, or will soon have, responsibility for managing Setting the objectives for the participants.strategic relationships with key customers. What does KAM feel like? This examines the emotional aspect of dealing with key customers andThe Key Outputs: how each treats the other. The Mercuri Key Account ModelA comprehensive toolbox for driving efficient selling This model brings together all of the essential elements of KAM, both atactivity. a strategic level and operational level.A clearly defined process for creating stronger andmore profitable relationships that are secured from Selection Criteriacompetitor activity. How to define your key accounts. The criteria that determines those thatA defined set of methods and activities that will need specific attention.increase the wallet share from key customers. Managing Information and People This section examines the critical information needed to effectivelyThe Schedule manage your way around the decision making process. Objectives and Strategies19th – 21stJune 2012 Kettering Park Hotel How to ensure your activities are aligned to a clear goal that will deliver2nd – 4th October 2012 Kettering Park Hotel what you need from your key customers. People How to build the right key account team.The Investment Solutions£1,690 + VAT The impact of their demands on your offer.(Excludes hotel costs) Planning and Measurement How to build and monitor the key account plan. Personal Action Planning How to implement the key learning points.
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