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

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 Sales Training

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Training locations UK wide



February 2019, Copenhagen 

March 2019, Jeddah 
April 2019, 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.




1. Professional Selling Skills 2 Days

What makes a successful salesperson; Personal organisation and time management; Understanding the Sales Cycle; How to find and qualify project opportunities; How to secure appointments; How to conduct effective customer meetings; How to present yourself and your company;  Effective questioning and listening skills; How to gather the right information; Understanding customer needs; Customer focused product presentation skills; How to construct a winning proposal; Margins, mark-up and Gross Profit; Business understanding; How to handle objections and close the order; Account development.

2. Advanced Selling Skills 1 Day

How to increase the Win Probability on Major Projects and tenders; The importance of establishing the Key Buying Criteria; How to manage and grow sales within Dealers, Specifiers and Key Accounts; How to create an Account Development Plan; Advanced presentation skills; Commercial understanding and negotiation skills; Relationship management.

3. Sales Management 1 Day

How to be an effective sales leader; How to manage individual and team sales activity and sales growth; How to manage sales pipelines to achieve team targets; How to build productive and successful sales teams; How to develop, motivate and retain good salespeople; Performance management and how to manage under performance; How to conduct an effective sales meeting; Financial understanding to P&L.

  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