We believe that effective selling is the key to success for any organization.  You probably have all the product knowledge, experience and implementation skills you need, but not enough prospects and actual clients to get your business to where you envision. 

This sales program, "Logical Sales", is founded on the principle that anyone can be a good and even great salesperson when provided with the right process, tools and approach.  

Your target market surely demands a high level of professionalism, consistency and ethical treatment in all aspects of business, with the sales process no exception. The  Logical Sales process focuses on ethical relationships, respect and ensuring "win/win" outcomes.

Every high achieving professional seeks to be better at what they do every day.  Professional salespeople are no exception and "Logical Sales" was developed with this in mind.  We are confident in saying that embracing this opportunity and actively applying the concepts and specific methods presented in Logical Sales will increase your confidence and ability with prospects and clients, drive enhanced results and have your clients see themselves as fortunate to have you as their relationship manager.  

We are very pleased to make Logical Sales available to you and wish you and your business great success.

We are confident your sales effectiveness will be enhanced through your participation in the Logical Sales program. However, please note if up to 90 days from signing up for Logical Sales you are not happy with the process, we will gladly reimburse you for the cost of the course.  

About the instructor

Instructor

Mark North

This is the instructor section. You can use this space to tell and show your students who you are and why you're the perfect person to teach the course you're offering. You can talk about your work and education history, and really anything else that shows off who you are so your students get excited about learning from you. You're the expert after all, this is your chance to shine!

Course Curriculum

  • 1

    Welcome to the course!

    • How to use this course

    • Welcome to Logical Sales!

    • Before we begin...
  • 2

    Module 1: LOGICAL SALES AND THE IDEAL CLIENT PROFILE

    • Module 1- Introduction

    • INTRODUCTION

    • UNIT1.1 - LOGICAL SALES

    • UNIT 1.2 Ideal Client Profile

    • SUMMARY Unit 1

    • TEST YOUR LEARNING
  • 3

    Module 2: PROSPECTING FOR NEW CLIENTS

    • Introduction to Module 2: Prospecting

    • INTRODUCTION

    • UNIT 2.1 - THE PROSPECTING PROCESS

    • UNIT 2.2 - IDENTIFYING YOUR SOURCE

    • UNIT 2.3 - CREATING YOUR REFERRAL DATABASE

    • UNIT 2.4 - ASKING FOR THE REFERRAL

    • Module 2 Sales Tip 1: Asking for Referrals

    • UNIT 2.5 - VALUE YOUR REFERRAL SOURCE

    • Module 2 Sales Tip 2: Reciprocity

    • TEST YOUR LEARNING

    • SUMMARY AND WORKSHOP
  • 4

    Module 3: PLANNING THE SALES CONTACT

    • Module 3 Introduction

    • INTRODUCTION

    • UNIT 3.1 - SALES PLANNING PROCESS

    • UNIT 3.2 - DEFINING THE DESIRED OUTCOME

    • Module 3 Sales Tip 1: Business Discussion Before Meals

    • UNIT 3.3 - DEFINING A MINIMUM ACCEPTABLE OUTCOME

    • Module 3 Sales Tip 2: Primary Objective- One per Contact

    • Module 3 Sales Tip 3: Refusal to meet MAO

    • UNIT 3.4 - SETTING UP THE SALES CONTACT

    • Module 3 Sales Tip 4: Always Have a Business Objective

    • TEST YOUR LEARNING

    • SUMMARY AND WORKSHOP
  • 5

    Module 4: THE LOGICAL SALES PROCESS

    • Module 4 Introduction

    • INTRODUCTION

    • UNIT 4.1 - UNDERSTANDING BUYER BEHAVIOR

    • Module 4 Sales Tip 1: An effective salesperson is like a doctor solving a problem

    • UNIT 4.2 - THE BUYER DECISION-MAKING PROCESS

    • UNIT 4.3 - LOGICAL SALES PROCESS OVERVIEW

    • UNIT 4.4 - BUYER BEHAVIOR AND LOGICAL SALES TOGETHER

    • Module 4 Sales Tip 2: The Logical Sales process is like a pathway

    • TEST YOUR LEARNING

    • SUMMARY AND WORKSHOP
  • 6

    Module 5: ASSESSING NEEDS

    • Module 5 Introduction

    • INTRODUCTION

    • UNIT 5.1 - BIG PICTURE OF QUESTIONS

    • SUPPORTING RESEARCH

    • Module 5 Sales Tip 1 - Question Crafting

    • UNIT 5.2 - QUESTION TYPES

    • UNIT 5.3 - LISTENING, A SECRET WEAPON AND FORGOTTEN ART!

    • Module 5 Sales Tip 2- Listening

    • TEST YOUR LEARNING

    • SUMMARY AND WORKSHOP
  • 7

    Module 6: ADDRESSING NEEDS and RESOLVING ISSUES

    • Module 6 Introduction

    • INTRODUCTION

    • UNIT 6.1 - BUILDING AND EARNING CREDIBILITY

    • Module 6 Sales Tip 1 Credibility

    • UNIT 6.2 - RESOLVING ISSUES

    • Module 6 Sales Tip 2 differentiation

    • TEST YOUR LEARNING

    • SUMMARY AND WORKSHOP
  • 8

    Module 7: ENGAGEMENT

    • Module 7 Introduction

    • INTRODUCTION

    • UNIT 7.1 - THE FOUR STEPS TO ENGAGEMENT

    • Module 7 Sales Tip 1 Buyer Signals

    • UNIT 7.2 - POST CALL EVALUATION

    • Module 7 Sales Tip 2 - Referrals at Engagement

    • TEST YOUR LEARNING

    • MODULE 7 - SUMMARY AND WORKSHOP
  • 9

    Module 8: MAXIMIZATION and WIN / WIN

    • Module 8 Introduction

    • INTRODUCTION

    • UNIT 8.1 - CLIENT STRATEGIC PLAN

    • UNIT 8.2 - CREATING A CLIENT STRATEGIC PLAN

    • Module 8 Sales Tip 1: Key Client Strategy

    • UNIT 8.3 - WIN-WIN PHILOSOPHY

    • Module 8 Sales Tip 2 Win - Win

    • TEST YOUR LEARNING

    • MODULE 8 - SUMMARY AND WORKSHOP
  • 10

    SUPPLEMENTAL MODULE: The Ideal Client Profile

    • THE IDEAL CLIENT PROFILE

    • Ideal Client Profile Instructional Video

    • TOOL - IDEAL CLIENT PROFILE

    • DOWNLOAD - IDEAL CLIENT PROFILE IN EXCEL

Are you ready to unleash the power of Logical Sales to grow your business?

Sign up now!