MI SALES ACADEMY

SALES MODULES 2014

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 0330 9000 800 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.

The MI Sales Academy

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:

26-27 February 2014 Kettering Park Hotel

11-12 June 2014 Kettering Park Hotel

24-25 September 2014 Kettering Park Hotel

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.

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:

4-6 February 2014 Kettering Park Hotel

29 April – 1 May 2014 Kettering Park Hotel

3-5 June 2014 Kettering Park Hotel

9-11 September 2014 Kettering Park Hotel

21-23 October 2014 Kettering Park Hotel

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:

4-6 March 2014 Kettering Park Hotel

13-15 May 2014 Kettering Park Hotel

24-26 June 2014 Kettering Park Hotel

7-9 October 2014 Kettering Park Hotel

18-20 November 2014 Kettering Park Hotel

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:

24-25 September 2014 Kettering Park Hotel

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:

19-20 March 2014 Kettering Park Hotel

15-16 October 2014 Kettering Park Hotel

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:

20-22 May 2014 Kettering Park Hotel

14-16 October 2014 Kettering Park Hotel

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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