The eie Course on how to Become a Sales Representative

Program Overview

This comprehensive sales training program equips participants with essential skills for success in the field. It covers topics such as building relationships, understanding customer needs, handling objections, negotiating effectively, and closing deals. Through interactive modules and assessments, participants develop confidence, communication abilities, and strategies to drive sales results.

Program Outline

Outline:

Module 1: Prepare Yourself for a Career in Sales

• Develops self-confidence and engagement skills essential for sales success.
• Provides tips for building effective relationships with teammates and customers.
• Highlights the importance of making a positive first impression and remembering people's names.
• Emphasizes the significance of following through on commitments.

Module 2: Sales Foundations

• Explores the importance of understanding customer needs and positioning products/services as solutions.
• Outlines a step-by-step guide to creating a sales process or identifying gaps in an existing one.

Module 3: Asking Great Sales Questions

• Focuses on asking questions that create connection, drive credibility, create urgency, and confirm value clarity.
• Provides advice on digging deeper and continuing the conversation for more successful sales interactions and longer-lasting relationships.

Module 4: Soft Skills for Sales Professionals

• Examines the importance of soft skills in sales and their impact on the bottom line.
• Covers strategies for bolstering emotional intelligence and communicating effectively with prospects.
• Emphasizes the value of adaptability, listening, and selling with greater emotional intelligence.

Module 5: Sales: Handling Objections

• Prepares participants to respond confidently to common sales objections.
• Explores strategies for handling buyers who object to price, insist on getting back to you, and more.

Module 6: Sales Negotiation

• Reveals the importance of negotiation that aligns with the best interests of both the organization and the customer.
• Explains how to ask questions that reveal buyer information and aid in decision-making about negotiation.
• Identifies common negotiation traps and provides strategies for negotiating that builds long-term relationships.

Module 7: Sales: Closing Strategies

• Provides tips and techniques for developing successful closing strategies.
• Teaches how to nurture relationships with buyers, overcome obstacles, recognize buying signals, and ask for business.

Module 8: Selling with Stories: Stories Great Sales People Tell

• Highlights the power of storytelling in the sales process.
• Covers the 25 most essential types of sales stories and formulas for developing compelling narratives.
• Guides participants in crafting stories that capture buyer interest and build loyalty.