Boost your Sales Success

Date:21/04/2021 (14:00 - 16:00)


Member Rate: £250.00 +VAT | Non Member Rate: £395.00 +VAT |

Edinburgh Chamber of Commerce
Delivered Online

Map: Click here


This 6 session comprehensive practical sales skills masterclass is suitable for individuals new to sales and seasoned professionals who could benefit from a refresher. This course transforms the way you look at sales and teaches a fool-proof method that guarantees to increase sales.  The overall objective of this session is to motivate and guide the delegates into sales activity, now. The full programme is designed to help with sales process, as well as the will to engage. Each session will have it’s own specific objectives

Session 1: 21st April - 14.00 - 16.00
What is a sale? 2hrs
  • Objectives
    • To understand selling as a concept in order to become an expert
    • To enable consistency around the team with sales terminology
    • To dispel myths around sales
    • To enable the team to track what a sale looks like
    • This session will consist of 3 parts. The first being a live video which should last around 30 minutes. The objective of the first call is to introduce the session, the instructor and discuss individual objectives
    • The second part is a short video clip (3 minutes and 52 seconds long) which will be sent to the team in advance. The team must watch this clip at least 3 times in preparation for the next call
    • The third part is a 90 minute session where the sale in the clip is dissected in order to show how a subject becomes a prospect and then becomes a client. It will show how a gifted salesperson will move through the sale in order to gain commitment

Session 2: 27th April - 14.00 - 15.30
Introduction to the 6 step sales process, and step 1 of the process
  • Objectives
    • To understand that sales is a process and to identify each step
    • To cover in detail step 1 and how to do it when separated from physically engaging with a client
  • This 90 minute session will cover what all great salespeople do whenever they speak to a client, step by step and will then cover step 1 (planning)
  • It will cover “The Route to a Sale©” and how we can use the tools at our disposal to engage with clients and prospects

Session 3: 29th April: 14.00 - 15.30
Step 2 of sales process
  • Objectives
    • To understand the second step in the sales process and how to use it
  • This 60 minute session will cover how to create rapport and credibility with a client, particularly over online media and video calls

Session 4: 4th May - 14.00 - 16.00
Step 3 of the sales process
  • Objectives
    • To understand what Buyers’ Motivations© are and how we use them in sales
  • For this 2hr session the delegates must come prepared to discuss something they have bought recently that they are particularly proud of, in order to identify the reasons for the purchase, from a Buyers’ Motivations© point of view
  • We will also cover Business Conversations in this session

Session 5: 5th May - 14.00 - 16.00
Step 4 and 5 of the sales process

  • To understand how to present benefits properly, and how to handle objections properly
  • To understand, and be able to articulate the two different types of objection
    • This 90 minute video call will cover presenting your offer, followed by an in depth look at objections, what they are and how to differentiate between the 2 types, as well as how to handle them
    • In preparation for this session, the team must pull together a list of the objections that they face on a daily basis from clients

Session 6: 10th May - 14.00 - 15.30
Step 6 of the sales process and wrap up
  • Objectives
    • To understand how to gain commitment, and why “GREAT SALESPEOPLE are never vague, always very specific©”
    • To identify how the initial objectives have been covered and wrap up any final questions or next steps
  • This 90 minute video call will cover commitment, specifics and also give the team the opportunity to ask any final questions

Who should attend? Anyone responsible in any way for generation of fee income. 
Course Level: Beginner, Intermediate and Advanced
Course Director: Matthew Quinn

Train your team:
This course can be delivered on site for corporate teams and tailored to your specific requirements. For details contact:

The ECC training experience:
  • Expert trainers - Passionate specialists who keep up to date with the latest trends in their field
  • Quality delivery - Trainers are assessed annually on the quality of their delivery and delegate engagement
  • Practical training methods - Theory and practical based training to take back to the office
  • Small class sizes - No more than 15 people to ensure you get the most from our trainers
  • Wide breadth of topics - ECC offer over 40 different essential business training courses covering everything from Leadership and Management through to Digital and International Trade
  • 3 learning levels – Beginner /Introductory, Intermediate and Advanced
Cancellation Policy: Click Here
“I’ve been in sales for 25 years and I came on this course with trepidation. However, I decided that if I could pick up just one thing then it would be worthwhile. Within an hour I realised that I was on the best sales course that I’ve ever come across and it has totally changed my view of selling for the better.”

“The great advantage of this course is that it is run by proper salespeople who know exactly what they are doing and are doing it really well, constantly and currently, rather than someone who has never sold, or not sold for many years and just preaches outdated straplines at you.”

“People don’t buy from people. They buy from people who have been on this course!”

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Terms and Conditions
Full payment must be received when booking.

Events Cancellation Policy
Bookings cancelled more than 7 days prior to event/training course will receive an 80% refund. Specific cancellation policies may apply to certain events. Please check individual events details for more information.

Prices exclude VAT
If paying online VAT at 20% will be added before the payment is taken.