Hello, Amanda Rosa here. Welcome to these five main skills of top sales reps course. In this chapter, I will take you through the course content, how it is structured, what's the format of each lesson? How does the course evolves along the way? What can you expect from each lesson? So it's a kind of overview, a good overview, so that you can see for yourself that it's worth to take the course, john, Okay, here we go.

So, these are the five lessons that I have to share with you. Those are the aspects that I think are the main pillars of the role of a sales rep. I have five and as you can see, in the end, I added another lesson that we call Bono's. So first, listen. empathy. Why empathy?

Because empathy is the ability to put yourself in the shoes of other people, and if you are in sales, first and foremost, you need to know and understand what does the other person needs? What problem does he faces? What improvements could help him out? So it's not about you about him and how can you breach his needs, his interests, which the products or services that you have to sell the relationship building depends on which kind of industry sector or which kind of company organization that you will be working in. But on the long run, you need to establish relations with your customers. Otherwise they will buy from you once and they will never buy again.

They will buy once in a while creating that bound creating a relationship and it doesn't mean that you have to be their best friend. But you have to be their best reference. It's crucial to build up relationships. Next step, we have persuasion. What is the role of persuasion in sales? Many people have these wrong idea and concepts, that's sales guys.

They know a lot of tricks. And they can fool us around or that they can lead us to buy something that we don't want. That's not a sales guy. That's that's, that's something else. a sales rep doesn't have magic ones. And when we're talking here about persuasion, and influencing strategies, linked with the empathy and relationship building, Using using your tools in order to lead the customer towards your end game, not with tricks.

But there are some marketing and commercial tools that can persuade the customer to buy from you or influence the customer to buy from you instead of computation. Next, we have knowledge, knowledge. It's a very important aspect of your role as a sales rep. And if you're starting out, of course, you will be struggling and you'll feel a bit shaky in some situations. But again, learn it. Learn, learn, learn, and Rome wasn't built in one day. If you are new to an industry sector.

It will take probably, let's say two Three, six months until you get to know it until get confident with it. Because you have to know the market, you have to know competition, you have to know the products, you have to know alternatives, you have to know trends. And all of these is something that doesn't come in one day that you have, we have negotiation, probably one of the most important skills. If we can rank them. It's the crucial one, it's the one that will ultimately lead you to close deals or not. And but again, to in order to get to this step, you have first to be perceived as someone reliable trustable so that people will sit on the table to negotiate with you.

And if you get to the initiation, then you have to know what it is about. You have to know the negotiation steps don't provide a price to a customer that just in a hurry and once a price first get to understand this business. Don't let them fooling around. What are the concessions that you can make from in terms of value? In the eyes of the customer? You have to know what are the customer struggles, problems, or most important needs, so we can leverage your offer.

You have to know how to build up your prices, what are your costs, what are your targets? What are the pricing mechanisms, what this better suits the customer again, because they're in mind. So, this is will be all discussed in this chapter. Finally, we have the appearance. And in the appearance, I'm going to be very pragmatic and I'm going to go through some of the do's and don'ts in terms of How to create terms of your personal appearance. And most important in terms of body language, very often people are seeing something in their eyes or expression as seeing differently and experienced buyers, they will find it out.

So that will be handled in this last chapter of the course. So I hope all this makes sense, and I hope that you find it interesting to go through. And I will have the pleasure to go through each lesson on a very realistic and pragmatic way. Not flooding you with information that you don't need. But going through the points and going to the real life situations that we face in sales like I will face probably tomorrow when I have a meeting with customer. So all lessons will be video based, kind of like this.

And I will go through all of of material with you. In some cases with which, with text in some other cases, just explain you how things work. In the end of some chapters, there will be a quiz just to test your knowledge. And to be honest, I would strongly recommend you that you take notes along the way. Take notes, remember, a course or a book might resonate quite well with you. But if you don't carry on with you, if you don't embed it in your hearts and minds, it fades away after a while.

And when you take notes, it sticks longer when you take notes, and if you have the chance to practice some of these learnings. It will create a loop of of Action reaction and we'll keep you on on the move. So take notes. If you have doubt, go back again and see how it goes. looking forwards. Okay?

You know what it is about now? I hope you're still excited about it. Let's get ready. See you in next chapter. Bye. Yep.

See you in the next chapter. Bye