2. The MI Sales Academy
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 00 44 (0)1932 844855 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.
3. 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
26th – 27th February 2013 Kettering Park Hotel
11th - 12th June 2013 Kettering Park Hotel
24th – 25th September 2013 Kettering Park Hotel
The Investment
£890 + VAT
(Excludes hotel costs)
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.
4. MI 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
5th – 7th February 2013 Kettering Park Hotel
23rd – 25th April 2013 Kettering Park Hotel
4th – 6th June 2012 Kettering Park Hotel
10th – 12th September 2013 Kettering Park Hotel
22nd – 24th October 2013 Kettering Park Hotel
The Investment
£1,590 + VAT
(Excludes hotel costs)
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.
5. 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
12th – 14th March 2013 Kettering Park Hotel
14th – 16th May 2013 Kettering Park Hotel
25th – 27th June 2013 Kettering Park Hotel
8th – 10th October 2013 Kettering Park Hotel
26th – 28th November 2013 Kettering Park Hotel
The Investment
£1,590 + VAT
(Excludes hotel costs)
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.
6. 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
5th – 6th November 2013 Kettering Park Hotel
The Investment
£975 + VAT
(Excludes hotel costs)
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.
7. 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
30th April – 1st May 2013 Kettering Park Hotel
15th – 16th October 2013 Kettering Park Hotel
The Investment
£975 + VAT
(Excludes hotel costs)
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.
8. 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
21st – 23rd May 2013 Kettering Park Hotel
15th – 17th October 2013 Kettering Park Hotel
The Investment
£1,690 + VAT
(Excludes hotel costs)
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.
9. MERCURI INTERNATIONAL (UK) LTD
3000 HILLSWOOD DRIVE
HILLSWOOD BUSINESS PARK
CHERTSEY
SURREY
KT16 0RS
TEL: 01932 844855
WWW.MERCURI.CO.UK
