On behalf of Sandler Training, our thoughts are with our clients and their families and businesses impacted by COVID-19. We are committed to working with you to help you and your business through these extraordinary times. Sandler Training is open but operating remotely in accordance with recommendations by WHO and the UK government to do our part to help ‘flatten the curve’ for the NHS . We’re here for you and the community. Please don’t hesitate to call or email us to talk through your concerns. Best wishes for the health and safety of your families, teams, and clients.
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Central Scotland | amackie@sandler.com

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Sales Process

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.

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.

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.

Having a selling system makes sales teams a lot more efficient. It helps business leaders to stay in control and replicate success while saving time and money.

For many salespeople the nearest they get to a selling system is ‘‘quote and hope’’. This includes endless follow-up calls to the prospect who always happens to be in a meeting or out of the office.

One of the greatest pleasures we have as sales coaches - hearing about our clients’ victories. Why pushy salespeople don't succeed and what makes the award-winning Sandler sales approach so successful?

From my experience, most salespeople fail due to the lack of listening and inability to ask great questions. Rather they waste time on long and exhausting chat about the features and the benefits of their products.

Reversing is a key tool taught at Sandler Scotland sales training courses.This blog offers a detailed insight of development of sales skills and techniques.

In our sales training courses, we often meet business leaders who tell us about the difficulties their sales teams have with getting their prospects to even consider changing their current suppliers.

Up-Front Contract is a key tool in the Sandler Selling System, as one of David Sandler’s core rules is “No mutual mystification” and a proper use of this tool brings helpful clarity on both sides.

It is no longer a secret that the amount of information we are dealing with on a day to day basis has increased significantly over the recent years. How and why is this relevant to you as a salesperson or manager? It's very relevant.