PURE ENERGY
Intro to Sales & Marketing Summer Internship
May 27, 2024 to August 3, 2024
Overview
Are you ready to kickstart your career in sales?
Embark on your journey through all aspects of sales and sales management with the most successful sales team at PURE Energy. This 10-week, on-site (Waco, TX) program blends comprehensive sales training with professional development skills training.
PURE Energy is a Texas-based solar energy company. Founded in 2014, PURE Energy has served Texas over 12,000 Texas families. PURE Energy is a fully-in-house company, providing the highest quality solar installation, longest warranties and best customer service.
Key Elements
– Comprehensive Sales Training: Dive into a structured program covering sales techniques, customer engagement, and product knowledge, equipping you with the skills needed for success in the industry
– Real-Life Direct Sales Opportunity: Gain hands-on experience by participating in real-life direct sales opportunities. Apply the knowledge acquired during training in practical scenarios, contributing to your growth as a sales professional
– Professional Development: Hone your communication, negotiation, public-speaking and influencing skills through workshops and hands-on experiences designed to enhance your overall professional profile
– Team Exposure: Immerse yourself in the day-to-day operations of our sales team. Gain insights into various functions — lead-generation, prospect management, strategic market analysis, sale closure, and the collaborative efforts which drive organizational success.
Qualifications
- Strong communication skills and a passion for engaging with others
- Ability to work both independently and collaboratively within a team
- Eagerness to learn and adapt in a dynamic and evolving industry
- Self-motivated and self-disciplined individual, demonstrating the ability to work effectivelywithout constant supervision
- Proven time management skills and a goal-oriented mindset, showcasing the ability to meet and exceed targets within specified deadlines
Housing/Accommodations
- Accommodations will be provided for the duration of the program, ensuring you can focus on your professional growth without worrying about housing arrangements
Compensation
- Weekly stipend of $250 (plus housing)
- Performance-based scholarships:
$2,500 for basic achievement
$5,000 for exceptional contribution
$10,000 for top performance
Syllabus
WEEK 1: May 27 – Jun 2
Onboarding & Orientation: Introduction to the Company, Industry, & Team
Students will complete an official three-day orientation introducing them to their summer sales teammates, the company and its history, vision, mission and core values, operational procedures, requisite technology, and employee development programming. Additionally, students will learn about the current state of the industry and legislation that has been enacted to support the growth and development of the industry for the next decade, and the PURE Energy Sales-to-Service approach.
WEEK 2: Jun 3 – Jun 9
Psychology of Selling: Knowing Yourself & Knowing the Customer
Students start quickly with classroom learning — Enneagram Assessment, Personality Selling, and The Psychology of Selling. “People don’t buy products, people by people.” In order to be effective, students must learn the art of relationship building. In order to truly get to know others, we must first know ourselves. The program begins with the Enneagram Assessment, which reveals students’ natural tendencies and traits. Once students explore themselves, they’re introduced to four primary customer types – Bull, Tiger, Sheep and Owl, helping them to understand who they’re talking to and cater their communication accordingly. At the end of the week, students will use Bryan Tracy’s Psychology of Selling, to get an overview of the remaining topics which will be covered in the program — Prospecting, Building Rapport, Identifying Needs, Presenting, Overcoming Objections, Closing the Sale, and Getting Referrals.
WEEK 3: Jun 10 – Jun 16
Lead Generation 101
Students get a crash course and practice in area management — filtering, note taking, and customer relationship technology. Students will get access to and will actively use PURE Energy’s proprietary Customer Relationship Management (CRM) software. By the end of the week, they’ll understand the primary functions of the tool, how to utilize the tool to maximize in-field success, and schedule an appointment for a solar consultant.
WEEK 4: Jun 17 – Jun 23
Communication 101: Verbal Communication & Scripting
In this week, students begin to learn a basic script and will get both in-class and in-field experience practicing the script. Expectations for students early in the semester are to study the script nightly and role play daily until they’re comfortable with the words, context in which the script is written, and the purpose of the script to generate interested and qualified leads for the sales team.
WEEK 5: Jun 24 – Jun 30
Communication 201: Para Verbal Communication
“People buy emotionally and justify logically.” In most cases, what we say is often less important than how we say it. Students will learn the power of pace, tone, inflection, volume and pausing in delivery. This week is filled with fun, upbeat role play.
WEEK 6: Jul 1 – Jul 7
BREAK
Students get the option to go home, away, or hang with the team. The week is strategic to relax, refresh and revitalize. The final four weeks of the program are a fast, furious, performance-based implementation of all that was learned in the first five weeks.
WEEK 7: Jul 8 – Jul 14
Communication 301: Non-Verbal Communication
Back from break, students review the first five-weeks and dive into effective non-verbal communication techniques — body posture, hand gestures, facial expressions, and utilizing props, which research shows makes up over 55% of how people understand the message we’re delivering.
WEEK 8: Jul 15 – Jul 21
The ART of Overcoming Objections
Although students would have had over 20 field days by this week, they’ll take a deep dive into the A.R.T. Of Overcoming Objections, a crucial sales skill. Students will get intensive training on intentional listenting, so they can display true, empathetic listening skills that create space for another person to feel seen and heard, which is true Acknowledgement of their concern, before Redirecting their attention to a different perspective, and Transitioning them to a different topic altogether.
WEEK 9: Jul 22 – Jul 28
Closing Techniques
No sales training would be complete with covering “The Close.” Statistics show that only 17% of the U.S. population has the natural talents, skills and abilities to survive in the sales industry. This course will unveil the absolutely necessary skill of asking for the sale, commanding the sale, and assuming the sale as a responsibility of the role. Students will utilize multiple resources — books, videos, in-class lessons and field shadowing to solidify the content.
WEEK 10: Jul 29 – Aug 4
FIELD TEST
The final week of the program will be the capstone exercise. Students will form three small sales teams and be expected to implement all they’ve learned — utilizing the CRM to analyze a new potential market, strategically assign area to earth team members, manage the area fully, generate leads, and ensure account closure. The final week will be an internal competition, and, if scholarship hasn’t already been attained, the winning team will earn a scholarship (see Compensation below).
Application
Students interested in the Summer Sales & Marketing Internship, should send an email with a resume attached to Brad Showalter, Corporate Sales Trainer & Director of Solar Education at PURE Energy, outlining why they’re interested in the opportunity by March 24th, 2024.
Contact:
Brad Showalter
Corporate Sales Trainer & Director of Solar Education
PURE Energy
(254) 300-6192 bradshowalter@pure.solar