Download - Professional selling new blended learning
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welcome
to Professional Sellingfrom Mercuri International
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powerful learning resources
to help you achieve
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dynamic business growth
in financial & professional services
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Professional Selling consists of 13 weekly modules covering a range of key subjects that underpin success in this sector
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each module uses several
learning approaches
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Not every learning approach is used for every module
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Rapid Learnings are 10-30 minute animated presentations to introduce a subject
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Mercuri Essentials are 1-2 page downloadable summaries
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Skill Sharpeners
articles to give more detail and background
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podcastslisten again
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video to bring learning to life
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quizzes
test understanding
measure progress
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working tools to boost effectiveness
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virtual coaching to stimulate
action
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supported by
clear communications
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what it covers
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Initial virtual coaching session
Check-in Personal introduction from
your Mercuri coach Questions and answers
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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Virtual coaching session
Review of modules: Approach Prepare for success Engage Understand Propose
Identify key learning points
Answer outstanding questions
Agree individual action plan
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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
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resolve:handling objections and gaining
commitment
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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
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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
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make it happen Rapid Learning:
Practical ways to maximise implementation
Downloadable aide-memoire Closing quiz to measure learning Continuing support and resources
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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
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how does it work?
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connect to your weekly module
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engage withyour Mercuri
coach
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convert your learning into action
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to see howProfessional Sellingcould work for you
please contactour international sector head of
Richard Higham+44 7712 [email protected]
financial & professional services