Professional Selling Skills

Professional Selling Skills

Receive information about our two day course for people who are new to sales or have a sales element within their role. Our Professional Selling Skills programme focuses on: Preparation, Presenting the solution, Overcoming objections and Closing the deal.
Join our next Key Account Management course

Join our next Key Account Management course

Create a stronger and more profitable relationship with your customer with our Key Account Management course on October 3rd-5th. This course is for sales people who have responsibility for managing strategic relationships with clients.
Sales Strategy Implementation

Sales Strategy Implementation

Helping global companies improve business results through sales strategy implementation, competence evaluation, sales training and platform workshops. We work with the world's leading companies helping them to enhance their sales performance.
Transform your Farmers into Hunters

Transform your Farmers into Hunters

Develop a comprehensive sales approach that engages and motivates the customer to buy with our Consultative Selling course on September 19th-21st 2017 at the Crowne Plaza Hotel, London Heathrow.
Discover the 20 required practices to succeed in the 3rd Millennium

Discover the 20 required practices to succeed in the 3rd Millennium

Transform yourself into a future proof sales professional. Understand the new buying behaviours. Align social selling with the individual and company sales process. Talk to us about 3rd Millennium Sales
Blended learning at Honeywell Building Solutions

Blended learning at Honeywell Building Solutions

Find out about how we worked with Honeywell Building Solutions to transform learning from a purely face to face, traditional medium to a blended approach; encompassing e-learning, virtual training & Clever Nelly.
Sales Activity & Pipeline Planning

Sales Activity & Pipeline Planning

Don't confuse activity with productivity. Do you know the shape of your sales activity? Our Sales Activity & Pipeline Planning course on November 7-9 will help you build a sales plan that will manage existing customers and find new opportunities.

Taking Sales to a Higher Level

Back

Do you practice sales platform thinking?

The primary objective of practicing Platform Thinking is to increase personal or team effectiveness. Platform Thinking is a powerful tool for planning sales activities, resource allocation and calculating stability factors, utilising Buying Platform, Working Platform and Market Platform.  It can also be extremely valuable when you want to:

  • Increase your number of clients
  • Optimise your selling process
  • Change your positioning
  • Find an unexploited niche

What is Platform Thinking?

Platform Thinking (PT) is an approach to plan sales and negotiation activities for an individual Sales Manager or the whole team.  Practicing Platform Thinking raises 3 key questions:

  • What customer segment is really attractive to us?
  • What does our current negotiation or sales process look like?
  • What are the arguments for our clients to continue working with us?

What customer segment is really attractive to us?

Not all Sales Managers have to make this choice –other company departments make this prioritisation. But reflection on this topic can be very helpful for Sales Managers: what clients bring the highest value to our organisation and why? After all, clarifying the customers segment where your company’s Unique Selling Propositions (USPs) can be utilised with the greatest returns shows where you have the most attractive customer sector. An understanding of the following topics can make sales teams more effective:

  1. Our company’s Unique Selling Points
  2. How to use them
  3. How to transform them into arguments
  4. Whom to approach with them – company, role, position, psychological type

So, a quite simple decision – “Who are our clients?” – can initiate a rather serious process; how to prepare our sales staff to find and select the right customers, and how to approach them.

Platform Thinking helps to focus your resources where they are absolutely necessary, and to save spending money on unnecessary activities.

What does our current negotiation or sales process look like?

The next step in PT is to understand how to start and continue negotiations. Many companies today establish very specific rules about for negotiation processes. Usually they employ the standard five- or seven-step selling processes as a base, sometimes with modifications, such as some other steps accepted by the industry. Work like this is normally carried out internally by the Sales Manager based on strengths and weaknesses in negotiation process that everybody should be aware of.

  • Where are we at maximum risk?
  • Where we are safe?
  • How can I as a manager support subordinates in this process?
  • Do we have any tool that describes our position in the negotiation process?What does the action planning in it look like?

These simple questions have a major impact on the daily activities.

Interested?

Find out more about how Platform Thinking can transform your approach to sales planning and negotiation.