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 588757richard-higham@mercuri.co.uk

financial & professional services