The UPGRADE Selling System

The UPGRADE Selling™ System

Jim's UPGRADE seminar teaches sales people how to ask their clients to spend a whole lot more money. He shows AE's how this is a huge win for clients. The initial two-day training puts emphasis on building partnerships with top accounts and getting great results for them. Challenging AE's to ask for big increases leads to immediate revenue impact and re-energizes experienced sellers. The seminar is reinforced with a Follow Up Program of coaching materials for managers and AE's to ensure accountability and the success of the UPGRADE system.

Topics include:

The Marketing Model and The Power of Focus
Account List Management
Powerful Customer Service
The UPGRADE Steps
Time Out Calls & Post-Time Out Call Questions
Written Presentations
Partnership-building Actions

The second step in the UPGRADE program is a return trip for one day. Jim presents a Marketing Seminar for advertisers "Prospering in Mega Competitive Times" in the morning and works with the sales staff in the afternoon with an UPGRADE Lab. The UPGRADE Lab is a brainstorming and strategy session. It's also a great review of the UPGRADE process. Jim works with AE's to develop action plans to ask for a lot more money from their Key accounts.

The third step in the UPGRADE program is the UPGRADE Revenue Project with Senior Consultant, Don Fitzgibbons (The Guru of Ads).

"Super seminar! I returned to the station and made the first Time Out Call myself. The budget I'm chasing is 400K + and we never knew! You instilled my staff with a sense of empowerment to influence their future. Thank you --- let's make money."
Bob Chirdon,
GM, WTOL-TV

"The results we achieved from implementing Jim's UPGRADE system far exceeded our expectations!"
Maggie Hutter,
Regional Director Ad Sales,
Comcast

"Your training has been the BEST thing our staff has ever received. And we have worked with several trainers over the past couple years. Thanks!"
Ron Heller,
LSM, KTVO-TV