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.