Logical Selling: A Practical Approach for Increasing Sales Results

In this course, you will demystify the 'black magic of sales,' replacing it with a process that lets you build relationships and produce results in multiple sales environments. You will: Establish the unique value of your product to customers. Manage a sales territory for the most productive use of your time. Gain customer interest through effective prospecting, needs analysis, and presentation of a solution. Secure customer commitment by creating the right proposal, handling objections, and closing the sale. Apply negotiating skills throughout the selling opportunity to create win-win situations.
 

This course is designed for people transitioning into a career in professional sales, especially business-to-business, and for existing sales professionals who need to develop more structured skills for effectiveness at all stages of the sales opportunity.
 

To ensure your success, we recommend you have some level of work experience in any of a variety of organizational settings. You should also have general end-user computer and Internet skills, and experience with standard office-productivity software. You may wish to take one or more of the following Logical Operations courses or have equivalent knowledge: Using Microsoft® Windows® 10 Microsoft® Office® Excel® 2016: Part 1 Microsoft® Office® Word® 2016: Part 1
 

Lesson 1: Establishing Your Product Value Topic A: Know Your Product Topic B: Know Your Customer Topic C: Know Your Competition Lesson 2: Managing Your Territory Topic A: Plan Your Territory Topic B: Create Your Communication Plan Topic C: Manage Customer Relationships Topic D: Drive the Sales Opportunity Lesson 3: Gaining Customer Interest Topic A: Prospect for New Business Topic B: Perform a Needs Analysis Topic C: Present a Solution Lesson 4: Gaining Customer Commitment Topic A: Create the Sales Proposal Topic B: Handle Objections Topic C: Close the Sale Lesson 5: Negotiating throughout the Sales Opportunity Topic A: Develop Your Interpersonal Skills Topic B: Guide the Negotiation Topic C: Respond to Client Tactics