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Central Scotland | amackie@sandler.com
 

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Alan Mackie

In today's market, it takes more than positive attitudes and charm to succeed in sales. It requires a systematic approach, successful behaviours and tools for maintaining control.
If you are looking to become more successful and powerful in sales, try these Sandler tools.

As a sales training company based in Glasgow, we take part in many local business events. One thing we've noticed is that in Scotland, there are still too many misconceptions about sales training. Some might be valid; however, these misconceptions may be a major roadblock to reaching the business goals. 

Are great salespeople born or made? Anyone can become a salesperson. There is no real barrier for entering and progressing within sales. However, just because someone understands the product or service and can talk about it, doesn’t mean that they are good at sales.

Sales professionals are increasingly using LinkedIn as a primary source of new leads and revenue.

December is often the time of the year when we reflect on what we have achieved this year and plan for the year ahead.

Typically, many people struggle to be clear about their goals and even argue about the benefit of setting them at all. After all, how many times have we let our goals and resolutions vanish into thin air by January 3rd?

To help with setting and achieving your goals in 2017 we are sharing some of our favourite tips we use at Sandler Scotland.

We are only a few short weeks away from finishing up for Christmas. How has your 2016 been? Are you on track for achieving your business goals? Perhaps, you are looking to improve the numbers while you still can?

Whatever your situation, here are 3 real-life strategies for finishing 2016 strongly and getting a great start on 2017.

What system or model is your business currently using for categorising clients and prospects? From my observations, many businesses have no formal categorising in place. Salespeople within these organisations waste a vast amount of resources. There is no common understanding of what role does each account play in achieving the business goals. Provide clarity and the common language within the organisation by identifying these four account types.

Almost every successful business leader implements an effective selling system. Discover the deficiencies of your approach to sales and ways to fix that.

At Sandler, we understand a selling system as a process by which sales directors and business leaders can develop an opportunity from start to finish. Either closing the prospect’s file or closing the sale – then growing that relationship with systematic account management and referral generation.

Recently we dedicated a Sales Foundation training session to one of the core elements of Sandler Selling system – the Up-Front Contract. We helped our clients to understand, how laying out the ground rules for sales meetings can help them to boost their sales figures.