professional selling new blended learning
DESCRIPTION
Professional Selling is an innovative 13 week learning programme that equips financial services professionals to sell more effectivelyTRANSCRIPT
welcome
to Professional Sellingfrom Mercuri International
powerful learning resources
to help you achieve
dynamic business growth
in financial & professional services
Professional Selling consists of 13 weekly modules covering a range of key subjects that underpin success in this sector
each module uses several
learning approaches
Not every learning approach is used for every module
Rapid Learnings are 10-30 minute animated presentations to introduce a subject
Mercuri Essentials are 1-2 page downloadable summaries
Skill Sharpeners
articles to give more detail and background
podcastslisten again
video to bring learning to life
quizzes
test understanding
measure progress
working tools to boost effectiveness
virtual coaching to stimulate
action
supported by
clear communications
what it covers
Initial virtual coaching session
Check-in Personal introduction from
your Mercuri coach Questions and answers
introduction and overview
Video welcome to the programme Overview of the programme Quiz to establish baseline for
learning The four stages of learning How to get the best from
Professional Selling
where will your growth come from?
Rapid Learnings: Feast & Famine The Sales Platform
Mercuri Essential on sustainable sales growth
Skill Sharpener: The Business Growth Planner
Downloadable tool: Business Growth Planning Calculator
Managing activity to deliver the result
Quantity, Direction & Quality of sales activity
making choices: identifying the right clients and opportunities Rapid Learning: Making Choices
about the right clients and opportunities to pursue
Mercuri Essential on being selective
Skill Sharpeners: Selection criteria Project prioritisation
Downloadable tools: AttAcc planner for selection
criteria Go/NoGo analysis tool
compelling selling: working on the issues that matter most
Rapid Learning: Compelling Selling -finding the compelling events which mean the client must make a decision.
Mercuri Essential on Compelling Selling
Skill Sharpeners: Understanding your client’s
world Understanding your client’s
industry Understanding your client’s
business Podcast
Virtual coaching session
Review of modules: Where will your
growth come from Making choices Compelling selling
Identify key learning points
Answer outstanding questions
Agree individual action plan
approach:connecting with the right people
Rapid Learning: The approach – getting in front of the right people in the most effective and efficient way
Mercuri Essential on the approach phase
Skill Sharpeners: Networking Making the approach Making the appointment
prepare to succeed
Rapid Learning: Prepare to succeed the keys to good
preparation Long term account planning The 90/30 day plan
Mercuri Essential getting ready for the sales meeting.
Sales meeting planning checklist 90/30 day plan
engage: the vital opening stages
Rapid Learning: Practical ways to make sure the sales contact gets off on the right foot.
Mercuri Essential: downloadable summary of the key points.
Skill sharpeners: The vital first five minutes Building trust faster Positioning statements
understand:the key skills of understanding the client Rapid Learning: The four essential
skills for understanding the customer.
Mercuri Essential: downloadable summary of the key points.
Skill sharpeners: Create openness Ask good questions Listen Summarise
Mercuri tool: question bank
propose:putting your ideas across to the client
Rapid Learning: Communicating your solution: Relevant Robust Proof Benefit
Mercuri Essential: downloadable summary of the key points.
Skill sharpeners: The presentation cycle Situational solutions
Links to innovative presentation resources
Virtual coaching session
Review of modules: Approach Prepare for success Engage Understand Propose
Identify key learning points
Answer outstanding questions
Agree individual action plan
manage the pipeline
Rapid Learning: The why and how of pipeline management
Mercuri Essential: downloadable summary of the key points.
Skill sharpeners: Probability indicators Managing through the sales
cycle: key acceptances Continuous streams of
interaction
resolve:handling objections and gaining
commitment
11
Rapid Learning: Why we get objections How we feel Proven techniques for
handling objections Price handling Gaining commitment
Mercuri Essential: downloadable summary of the key points.
Skill sharpeners: Objection handling techniques Price handling techniques Gaining commitment
grow the relationship12
Rapid Learning: Moving out of the bridgehead Cross selling Account planning
Mercuri Essential: downloadable summary of the key points.
Skill sharpeners: Cross selling Building a customer strategy Account planning
make it happen Rapid Learning:
Practical ways to maximise implementation
Downloadable aide-memoire Closing quiz to measure learning Continuing support and resources
13
Virtual coaching session
Review of modules: Manage the pipeline Resolve problems &
gain commitment Grow the
relationship Make it happen
Answer outstanding questions
Agree individual action plan
how does it work?
connect to your weekly module
engage withyour Mercuri
coach
convert your learning into action
to see howProfessional Sellingcould work for you
please contactour international sector head of
Richard Higham+44 7712 [email protected]
financial & professional services