Do you know...

Do you know...

How closely aligned are your people's competences with the activities they need to do day to day? What makes your best people so successful? Can your sales team effectively implement your sales strategy? Evaluating competence will help you answer these questions - Sales Evaluator.
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Plan and implement effective sales strategies in 2018

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Sales Development Programme of the Year!

Great result for the Virgin Holidays "Selling At My Best" programme at the 2017 British Excellence Sales Management Awards. Discover why delegates left this tailored in-house programme feeling so energized.
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Simply outstanding customer service by Electrolux

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Social Selling as part of your Sales Strategy

Talk to us about Social Selling in the Sales Process. From new customer acquisition to Key Account Management, find out where social selling makes sense and how to improve your social selling success.
Consultative Selling

Consultative Selling

Develop a highly effective, successful and professional approach to selling that engages and motivates the customer to buy. Join our Consultative Selling open course on January 30th - February 1st 2018 at London Heathrow Crowne Plaza.

Taking Sales to a Higher Level

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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.