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Sales professional improves skills with new course

Heavy equipment excavators lined up behind a chain link fence.
Keigan MacDonald is one of the first graduates from NSCC’s new Professional Sales course at Truro Campus. He provides provides heavy equipment units, parts and service for the road building, construction, forestry and mining industries.

Keigan MacDonald is one of the first graduates from NSCC’s new Professional Sales course at Truro Campus

The 18-week certificate helps students gain an understanding of sales and marketing, while also boosting their communication and selling skills. Keigan says the professional development opportunity was exactly what he’d been looking for and something his employer was happy to invest in.

Q&A with Keigan MacDonald

Q. What do you do?
I’ve been an Inside Sales Representative for over a year. The company I work for provides heavy equipment units, trailers, parts and service for the road building, construction, forestry and mining industries.

Q. Why were you interested in the new Professional Sales Program?
I really wanted to enhance my skills on the job and build my confidence.

Q. Did the course meet your expectations?
I learned so many things that I’m putting to good use. It helped me overcome my dislike of speaking up in a group of people, and I learned how to handle difficult scenarios. Now, when I have to make a difficult call, or I’m dealing with a difficult customer, I go into it with the confidence to turn the situation around. There’s so much more to marketing than advertising. I just didn’t realize.

Q. What were you most nervous about learning?
Prospecting was new for me and it wasn’t something I cared for. I was very timid when making calls and I thought people could tell I didn’t have experience. Through in-class role-playing I learned prospecting methods that have led to closed sales. This was very rewarding. Not only did I learn successful techniques, I learned how to organize a prospect’s information.

Q. How are you using what you’ve learned day-to-day?
The course changed a lot of what I do and how I look at things. It’s been especially helpful when I’m preparing ads for the website, Kijiji or brochures. I know when, who and how to target a segment of the marketplace, and I know where my products fit. It’s all about the right product, place, price and promotion.

Q. Did anything surprise you?
I’ve gone from taking 90% of my notes in a notepad to organizing potential buyers, prospect information, quotes and the products they want in a Customer Relationship Management (CRM) system. Good record keeping is very important. Customers may share important information that can help me tailor a proposal that’s exclusive to their needs. Keeping notes of the little things may help me connect with my customers down the road.

Q. Would you recommend the course to others?
I’ve taken away so many great lessons from the Professional Sales course. I’d highly recommend it to anyone. There are so many things to be learned when starting out in a sales role. I feel that anyone who takes this course would benefit greatly and could become more successful in the field.