Table of Contents
SELLING ETHICALLY: THE C.A.R.E. METHODOLOGY
HOW TO USE THIS DIGITAL INTERACTIVE PLAYBOOK?
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Preface
Introduction
Glossary
Acknowledgments
About The Author
MINDSET & METHODOLOGY
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(C)ONNECT
(A)SSESS
(R)ECOMMEND
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Need VS. Want
UVP/USP: Different vs. Distinct
Feature-Benefit-Value (FBV)
PSA vs. PAS
(E)NGAGE
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Trial Close
Overcome Objections
Negotiations (SCARF)
Closing
(E)XPECTATIONS (Set + Manage)
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Expectations & Happiness
Account Management
BUSINESS STRATEGY & PROCESS
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Growth Engines
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Viral
Sticky
Revenue Optimization
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Increase Customers
Increase Transaction Size
Increase Frequency
Increase Prices
Sales Strategy
Sales Process
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Process-oriented Funnel
User Journey Funnel
Funnel Optimization
Collections
Sales Leadership
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Values
Recruitment
Screening
Onboarding/Training
Performance Management
TOOLS & TECHNIQUES
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Process Mapping
Sales Tools
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Customer Relationship Management (CRM)
Inbox Management
Sales Workflows
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List Building/Prospecting
Email Outreach
Bonus
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Troubleshooting Revenue Problems
Copy Checklist
Template Library
Hall of Shame
Newsletter
View Courses
Selling Ethically: The C.A.R.E. Methodology
HOW TO USE THIS DIGITAL INTERACTIVE PLAYBOOK?
Preface
Introduction
Glossary
Acknowledgments
About the Author
1. MINDSET & METHODOLOGY
(C)ONNECT
(A)SSESS
(R)ECOMMEND
(E)NGAGE
(E)XPECTATIONS (Set + Manage)
Account Management
2. BUSINESS STRATEGY & PROCESS
Growth Engines
Revenue Optimization
Sales Strategy
Sales Process
Sales Leadership
3. TOOLS & TECHNIQUES
Process Mapping
Sales Tools
Sales Workflows
Bonus
Troubleshooting Revenue Problems
Copy Checklist
Template Library
Hall of Shame
Newsletter
View Courses
Template Library
Sales + Marketing Map Template
List Building Template
Email Outreach Template
Sales Call Script
Prospect Assessment Template
Copywriting Checklist
Close this module
Email
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Make a copy of the Prospect Assessment Template
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Download the Sales Call Script
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Email
johnsmith@example.com
Make a copy of the List Building Template
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Email
johnsmith@example.com
View the Cold Email Outreach Template
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