Sales 101: A Beginner’s Guide to Selling with Confidence

Welcome to Sales. Whether you’ve just landed your first sales role, been “voluntold” into selling for your own business, or are a founder learning to pitch your product—this is for you.

Sales can feel intimidating at first. Scripts. CRMs. Objections. Targets. But at its core, sales is a simple, human act: it’s about helping someone solve a problem they care about.

At Mercenaris, we help new and accidental sellers build confidence and clarity from day one. Here’s what you really need to know to get started.

💡 1. Sales Is Listening, Not Pitching

You don’t need to be a fast-talker or a “closer.” You need to be curious.

Ask good questions. Listen carefully. Take notes. The more you understand your prospect’s needs, the more valuable your conversation becomes.

Try this: Instead of launching into what you offer, ask:

“Can you walk me through how you’re handling [problem] today?”

🛠️ 2. Know What You’re Solving—Not Just What You’re Selling

Your product or service is not the star of the show. The problem is.

You’re not selling software—you’re helping someone save time, reduce risk, grow revenue, or sleep better at night. The clearer you are on the outcome, the easier it is to connect the dots for your buyer.

Ask yourself:

What problem does this solve?How does the customer feel before and after buying?

🔁 3. Sales Is a Process, Not a Performance

Sales isn’t about winging it. Great reps follow a clear, repeatable process—usually something like:

1. Prospecting: Finding people to talk to

2. Discovery: Understanding their needs

3. Demo or Pitch: Connecting their needs to your solution

4. Proposal: Outlining the plan and pricing

5. Close: Final questions, commitments, and next steps

You don’t need to be perfect at each stage—just intentional. We help clients build simple playbooks to make this second nature.

🧰 4. Use a CRM—Even If You Hate It

A CRM (Customer Relationship Management) system like HubSpot or Salesforce isn’t just corporate overhead. It’s your memory.

Keeping track of conversations, follow-ups, and deal stages makes you better, faster, and more in control. Start simple: log your calls, set reminders, and update notes.

Bonus Tip: The best sellers write “future Brett” notes in every deal:

“Last call: super interested but wants to loop in her manager next week. Schedule follow-up for Tues.”

🎯 5. Focus on the Next Step—Not the Entire Sale

You’re not trying to close the deal on the first call. You’re trying to earn the next conversation.

Instead of this:

“So, are you ready to sign today?”

Try this instead:

“Sounds like this could help—would it make sense to walk your team through it together next week?”

One conversation at a time. That’s how momentum is built.

💬 6. Objections Are Opportunities

When someone pushes back, it doesn’t mean you’ve failed—it means they’re engaged. Objections are just questions in disguise. Treat them with respect, and respond with honesty.

Instead of defending, try:

“That’s a fair concern—can I ask what makes that important to you?”

Empathy beats pressure. Always.

🔄 7. Practice Is the Only Shortcut

Read books. Role-play. Listen to recordings. Ask for feedback. Great sellers aren’t born—they’re built.

Here are a few resources we recommend:

• The Sales Acceleration Formula by Mark Roberge

• Gap Selling by Keenan

• Sales EQ by Jeb Blount

• And of course, the Mercenaris blog—updated regularly with fresh insight.

  
  

🔓 Final Thought: You Don’t Have to Figure It Out Alone

Sales can be tough—but it’s also one of the most rewarding, creative, and high-impact roles in any business. You’ll get better. You’ll learn what works. And with the right support, you’ll unlock results faster than you thought possible.

If you’re new to sales and want help building confidence, process, and results—Mercenaris is here to help. Book a session, download a resource, or reach out for honest guidance.