PLAN


Business Development


"Turning Business Plans into Sales Revenue"

 

"Selling is a process,

if you do the right things,

the right things will happen"

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Contact us now!

Freephone: 0800 160 1604

enquiries@plangb.com


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 Sales Training

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Training locations UK wide

 

SALES TRAINING WORKSHOPS


September 2019, London

October 2019, London

November 2019, London


 

CLICK HERE TO BOOK!


DOWNLOAD PROGRAMME 

Account Management & Project Sales
29th/30th Ocotber, London
Internal Sales & Customer Service
13th November, London

 Training your team

PLAN delivers selling skills training using the PLAN Selling model. The training is industry specific and focused on how to grow B2B sales using routes to market appropriate to your business - whether direct or via third parties, through specifiers or contractors, in tender situations and frameworks, within SME's or major accounts, in the Public and Private sectors.

 

In a fast moving world where the internet often drives the sales process, PLAN seeks to underpin this with the sales disciplines necessary to ensure that virtual relationships become profitable business relationships.

 

Workshop

 

1. Professional Selling Skills 2 Days

What makes a successful salesperson; Understanding the Sales Process; Direct vs Intermediary and Specifier sales; How to find and qualify project opportunities; Appointment setting and pre-call planning; How to present yourself and your company; How to structure and manage customer meetings; Effective questioning and listening skills; How to gather the right information; How to identify the Key Buying Criteria; Customer focused presentation skills; How to create winning proposals; Financial and business understanding; How to handle objections, negotiate and close the order.


2. Account Management & Project Sales 2 Days

How to manage and grow sales from Key Accounts; How to create an account development plan; How to move from supplier to Business Partner; Understanding and meeting the needs of the different buying influencers; Customer focused presentation skills; How to create customer value in what you offer; How to increase your Win Probability on Major Projects; Commercial investigation and information gathering; How to create winning proposals; Financial understanding and commercial awareness; How to negotiate and win at the right margin. 


3. Internal Sales & Customer Service 1 Day

What is good Customer Service; How to create the right first impression; How to handle problem situations and challenging customers; How to make the 'difficult' call positive; How to handle incoming sales enquiries; Questioning, listening and communication skills; Commercial investigation and information gathering; How to create value in what you are proposing; How to 'upsell' and create new opportunities; How to handle objections and ensure a positive outcome; Commercial understanding and how to protect your margins.


Note: In-House training available on request

  The PLAN Approach

The PLAN Selling model drives sales forward by moving the sales focus from:

  • Selling to Listening
  • Persuading to Understanding
  • Product to Need
  • Quotation to Solution

 




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