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Essentials of Selling: for New Salespeople

Start your sales career the right way. Get the key selling skills you need to reach your sales targets.

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The Key Issues

You are new in your sales role and need to quickly get key selling skills. You need to learn how to prospect for new clients, do sales calls, close business and manage customer relationships.

Selling skills
Key selling models

Generating
leads

Key Competences​

Opening
sales calls

Analysing the
competition

Communication
skills

The Right Programme for You

You are a leader who needs to change your organization’s culture to become more dynamic, flexible, agile and resilient. You need to develop your leadership skills to drive your company through this change.

  • Business Professionals
  • New Managers
  • Managers
  • Senior Managers

Highlights

Learn how to find and qualify new business leads.

Prepare your own competitive advantage statements.

Explore new ways to open a sales call Learn how to close the business and get that deal.

Learn, Practice and Use

  • Identify the behaviours and skills of a successful sales professional in today's world
  • Describe different types of selling models that work
  • Identify elements of the sales framework that you can use
  • Understand prospecting basics and be able to conduct a great sales call
  • Use a customer-centred selling approach to provide value
  • Choose a closing technique to get the business
  • Manage the customer relationship on an ongoing basis - stay close
  • Develop an action plan to apply your new skills when you get back to your office
  • Apply segmentation strategies to different customers
  • Describe the “Find and Qualify the Business” process in easy steps
  • Share your knowledge and challenges with your peers and MCE's highly experienced faculty

Programme Details

Essentials of Selling: for New Salespeople is a 2 day or 4 live online sessions hands-on training programme. It focuses on different selling models, qualify prospects, managing relationships and building your sales plan.

Nine Programme Modules

  • Sales from a customer-centred perspective
  • Understand a customer’s buying cycle process
  • Learn how sales functions are different from the functions of the rest of the organization
  • Explain how sales creates opportunities that contribute to the industry and organization
  • Identify how a sales department interacts with an entire organization
  • Values and their impact on work life
  • How values can have productive and nonproductive results
  • Identify value conflicts in yourself and in others
  • Determine your own personal style profile
  • Gain insight into the strengths and limitations of your profile
  • Use behavioural clues to determine others’ personal styles
  • How to work more effectively with other personal profiles
  • Employee motivation factors and their impact on behaviours and work settings
  • How to tailor your motivational efforts to individual employees and different situations
  • Use active listening to gain information and understand employees’ perspectives
  • Effectively apply positive and corrective feedback
  • Use appropriate values alignment when dealing with difficult employees
  • The dimensions of conflict resolution
  • Identify your own preferred conflict-resolution styles for better conflict management
  • Use different conflict resolution styles in different situations
  • Different delegation styles: How and when to use them
  • Determine the appropriate delegation style for employees and situations
  • The impact of organizational culture and subculture and “cultural blinders”
  • Explore the assumptions that impact your team’s thinking and actions
  • Identify and build on the strengths of your team’s culture
  • The components of emotional intelligence
  • Gain an honest and accurate assessment of yourself
  • Develop an improvement strategy
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Faculty

Bettina
Hausmann

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Bettina
Hausmann

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Bettina
Hausmann

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Bettina
Hausmann

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Bettina
Hausmann

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Testimonials

Testimonials

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