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Boost your Sales Success

Boost your Sales Success

@ Edinburgh Chamber of Commerce 40 George Street EDINBURGH Midlothian EH2 2LE

31st March, 2020 09:30-16:30 Training 195.00-250.00
Boost your sales success

This full day practical and interactive workshop teaches you how to sell effectively and successfully. Most salespeople don’t sell properly with the result that they come across as hard-selling to the customer. It’s all about the customer, and this is where this workshop will focus.

Course Outcomes:  

You will learn the following skills on this workshop:
  • Mastery of a needs-based selling model that will ensure you sell to meet the needs of your customers
  • The importance of questioning and active listening
  • Presenting solutions to meet real needs
  • Overcoming objections
  • Effectively closing the sale
Course Level:

Workshop is suited to all level of salespeople and sales managers.

Who is this course aimed at?

Anybody in a sales position.

Course outline:

Training will focus on the following needs-based selling model:
  • Establish rapport
  • Explore needs
  • Present solution
  • Close the sale
  • Develop action plan
Trainer info:

Brendan Walsh has worked with organisations in Australia, New Zealand and the UK to help them build vibrant sales & service cultures.
Helping people realise that proper selling is not hard selling, it’s about understanding the needs of their clients.  It’s about building strong relationships. It’s about making your ‘best your best everywhere’ and displaying sound & professional needs-based selling skills.

The key to sales growth? Activity! Are you doing enough activity? With the right people? With skill, knowledge and enthusiasm? Are your salespeople being held accountable for committed activity?


“Our sales activity suddenly seemed to be having less impact, we found ourselves runners up when we previously would have been preferred suppliers. We had confidence that our offer was superior, yet we couldn’t understand why we weren’t winning.

We had had some informal discussions with Hawthorn but had employed the strategy that if it ain’t broke… But this time we were struggling to fix it ourselves.

We engaged with Hawthorn to deliver an intervention strategy, understanding that there would be no quick fix. Two things happened for us immediately however – the team were re-energised and found the confidence to try new ideas, and we understood what we were doing badly. Thereafter, it was a process of not just doing the right things but doing them with style.

The Hawthorn approach isn’t necessarily the easiest (if it was everyone would be doing it) but for us it has helped us get back to winning ways in what are for everyone challenging economic conditions.

That first chat over a cup of coffee was, with hindsight, one of our better moves!”

Ken McLean
General Manager
Changeworks Recycling


Business Comment

Business Comment is the Edinburgh Chamber of Commerce’s bi-monthly magazine. It provides insight on Edinburgh’s vibrant business community, with features on the city’s key sectors, interviews with leading figures and news on new business developments in the capital.
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