Logical Selling: A Practical Approach for Increasing Sales Results
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.
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 United States Career Campus courses or have equivalent knowledge:
- Using Microsoft® Windows® 10
- Microsoft® Office® Excel® 2016: Part 1
- Microsoft® Office® Word® 2016: Part 1
- Microsoft® Windows® 10
- Microsoft® Office® Excel® 2016
- Microsoft® Office® Word® 2016
- Any PDF reader
- An Internet browser (e.g., Microsoft Edge®, Google Chrome™, Mozilla® Firefox®)
- If necessary, software for viewing the course slides. (Instructor machine only.)
For this course, you will need one computer for each student and one for the instructor. Each computer will need the following minimum hardware configurations:
- 1 gigahertz (GHz) 64-bit (x64) processor.
- 2 gigabytes (GB) of Random Access Memory (RAM).
- 32 GB available storage space.
- Monitor capable of a screen resolution of at least 1,024 × 768 pixels, at least a 256-color display, and a video adapter with at least 4 MB of memory.
- Bootable DVD-ROM or USB drive.
- Keyboard and mouse or a compatible pointing device.
- Fast Ethernet (100 Mb/s) adapter or faster and cabling to connect to the classroom network.
- IP addresses that do not conflict with other portions of your network.
- Internet access (contact your local network administrator).
- (Instructor computer only) A display system to project the instructor's computer screen.
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