Professional Negotiating Skills

Professional Negotiating Skills

Develop a clearly defined and efficient approach to negotiation with Mercuri's Professional Negotiating Skills training on October 31st - November 1st. This public course is for people in a sales, management or buying role who are directly involved in negotiations.
Leadership or Management?

Leadership or Management?

Get the most out of your team with Mercuri's Leading and Motivating the team training programme on November 21st-22nd 2017. This course is for all managers who achieve their objectives through their team. Develop a guide for adapting your leadership style.
Discover the 20 required practices to succeed in the 3rd Millennium

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

Join our 3rd Millennium Sales event on January 16th - 17th 2018 at the Crowne Plaza Heathrow and transform yourself into a future proof sales professional. Understand the new buying behaviours. Find out more now.
Sales Activity & Pipeline Planning on November 7th - 9th

Sales Activity & Pipeline Planning on November 7th - 9th

Do you know the shape of your sales activity? Our Sales Activity & Pipeline Planning course at the London Heathrow Crowne Plaza will help you build a sales plan that will manage existing customers and find new opportunities.
Simply outstanding customer service by Electrolux

Simply outstanding customer service by Electrolux

Teams excited and engaged about Customer Service at the Electrolux Academy. Mercuri work with Electrolux on a programme designed to grow their new team members, retain and develop their talented sales and service teams.

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.