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Logical Selling: A Practical Approach for Increasing Sales Results
Duration
1 Day
Course
LO-097017
Available Formats
Classroom Training, Online Training
Course Description
Overview
Sales professionals need a system for producing sales results. Logical Selling: A Practical Approach for Increasing Sales Results provides that framework and the tools to make it your own.In this course, you will identify what makes your product stand out and plan a strategy for reaching the customers who need it. You will also examine the stages of each sale—from finding the opportunity to realizing the deal—and use them to create win-win situations for you and your customer.
Finally, you will build the interpersonal and negotiating skills to form lasting business relationships from these successes.
Objectives
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.
Audience
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.
Prerequisites
-
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
Topics
Lesson 1: Establishing Your Product Value
- Topic A: Know Your Product
- Topic B: Know Your Customer
- Topic C: Know Your Competition
- Topic A: Plan Your Territory
- Topic B: Create Your Communication Plan
- Topic C: Manage Customer Relationships
- Topic D: Drive the Sales Opportunity
- Topic A: Prospect for New Business
- Topic B: Perform a Needs Analysis
- Topic C: Present a Solution
- Topic A: Create the Sales Proposal
- Topic B: Handle Objections
- Topic C: Close the Sale
- Topic A: Develop Your Interpersonal Skills
- Topic B: Guide the Negotiation
- Topic C: Respond to Client Tactics
Related Courses
-
Negotiation Skills
ITMG-245- Duration: 1 Day
- Delivery Format: Classroom Training, Online Training
- Price: 765.00 USD
-
Presentation Skills
ITMG-246- Duration: 1 Day
- Delivery Format: Classroom Training, Online Training
- Price: 765.00 USD
Self-Paced Training Info
Learn at your own pace with anytime, anywhere training
- Same in-demand topics as instructor-led public and private classes.
- Standalone learning or supplemental reinforcement.
- e-Learning content varies by course and technology.
- View the Self-Paced version of this outline and what is included in the SPVC course.
- Learn more about e-Learning
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