Logical Selling: A Practical Approach to Increase Sales

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. 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. In this course, 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; and apply negotiating skills throughout the selling opportunity to create win-win situations.

Syllabus

Establishing Your Product Value

Knowledgeable sales representatives are the best sales representatives. Before you sell a product, you must be able to express why your customer should buy it.

Managing Your Territory

For effective selling, you must practice territory management. This collection of skills lets you take charge of where you want to go in terms of realized sales and also how to get there.

Gaining Customer Interest

With the first half of the sales opportunity, you reach out to the customer and engage the customer's interest in your product. The customer needs to be on board—and at the center of the process—before relational sales can occur.

Gaining Customer Commitment

With the second half of the sales opportunity, you move from customer interest to a realized sale.

Negotiating throughout the Sales Opportunity

The sales opportunity is built around interactions with your customer. To move these interactions toward a sale while keeping them positive for your customer, you must handle all aspects of negotiation.