Denise MeyersonManagement Consultancy International

BriefingBriefingCertificate 4 in Business SalesCertificate 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

BSB 40607: Certificate 4 in Business Sales

1 core unit + 9 elective unitsCore Unit - Occupational Health + Safety BSBOHS407A Monitor a safe workplace

Choose 5 Sales Units

BSBSLS402A Identify sales prospectsBSBSLS403A Present a sales solutionBSBSLS404A Secure prospect commitmentBSBSLS405A Support post-sale activitiesBSBSLS406A Self-manage sales performanceBSBPRO401A Develop product knowledgeBSBREL402A Build client relationships and business

networks

+ 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

Flexible Options

1. The public schedule

2. Recognition of Prior Learning – we certificate your existing sales program

3. 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

Structure of Sessions Theory

Video content – Discussion – Debate - ActivityHow 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

Session 2

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

Session 4

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

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?

The Portfolio Builder

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

Portfolio

builder

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?

1.Set a clear purpose2.No objective = no measurement3.Consult widely4.Each participant with a clear objective5.Avoid questions - did you ‘enjoy’ the

training?6.Start asking - what will you change in

your behaviour as a result of the training?

7.Keep a record of qualitative results8. 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

1300 768 550www.mci.edu.au

Email us for:White papers

CCH – HR Bulletin

Copy of slides