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Index
The Sales Upgrade:
Praise For The Sales Upgrade:
Who should read The Sales Upgrade?
Introduction
How to Read and Apply The Sales Upgrade:
Part One: Modern Sales Concepts
Chapter One Reframing the Concept of Sales
What does it mean to sell?
Consultative Sales
Chapter Two Selling in a Digital World
Everything is “Going Digital”
The New Path for Sales Professionals
Transparency and Complexity
Chapter Three Sales Responsibilities
We Have a Responsibility to Our Customers
We Have a Responsibility to Our Employer
We Have a Responsibility to Ourselves
Part Two: The Consultative Sales Framework
Chapter Four The Seven Rs of Selling (R7)
The Seven Rs of Selling (R7)
Breaking Down R7
Research
Rapport
Reasons, Recommendations & Rewards
Relationship
Results
R7: Putting it All Together
Chapter Five STEP Forward
Outcome Orientation
STEP Forward
Intermediate Goals
Forwarding the Sales Process
Chapter Six PREACH Luxury
Why Premium? Why Luxury?
PREACH Luxury
Luxury is Proactive
Luxury is Real
Luxury is Easy
Luxury is Accommodating
Luxury is Consistent
Luxury is Human
The Cost of Luxury
Luxury is a Human Competitive Advantage
Chapter Seven READ Your Customer
Discovery and Direction
READ Your Customer
Chapter Eight LIVE Your Product
Engaging Product Presentations
LIVE Your Product
Chapter Nine NAVIGATE Price
Understanding Price
NAVIGATE Price
Part Three: R7 Strategies, Expanded
Chapter Ten R1: Research Revisited
The Power of Inquiry
Effective Questions
Nested Questions
Chapter Eleven R2: Intentional Rapport
A Quick Review of Rapport
“The Moment of Connection”
“The Strategic Reveal”
Chapter Twelve R3-R4-R5: Recommendation Statements
Reasons – Recommendations – Rewards
Crafting “Recommendation Statements”
Chapter Thirteen R6: The Value of Relationships
The Value of Relationships
Building Relationships
Maintaining Relationships
Chapter Fourteen R7: Focusing on Results
Achieving Results
Self Awareness
Part Four: Taking Action and Moving Forward
Chapter Fifteen Applying R7
Outbound Initiatives
Email Correspondence
Inbound Phone Inquiries
Chapter Sixteen Customizing Your Sales Upgrade
Building Your Own Resources
Build Your Own Resources -– The Seven Rs of Selling (R7)
Build Your Own Resources – STEP Forward
Build Your Own Resources – PREACH Luxury
Build Your Own Resources – READ Your Customer
Build Your Own Resources – LIVE Your Product
Build Your Own Resources – NAVIGATE Price
Build Your Own Resources – Bringing it all Together
Chapter Seventeen Final Thoughts
Thank you!
What’s Next?
Acknowledgements:
About the Author:
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