Selling Above and Below the Line

Convince the C-Suite. Win Over Management. Secure the Sale.
Product Number: EB00723661
Released: Apr 15, 2018
Business Term: 26 Circ
ISBN: #9780814434840
Publisher: AMACOM
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Description

Cost, service, functionality-good salespeople know the value propositions that speak to frontline managers. But there's another crucial player in the buying decision, with an entirely different set of criteria. Top-level executives evaluate proposals from an "above the line" perspective: ROI, time saved, risk lowered, productivity improved. Sales professionals that appeal to both achieve spectacular results. In Selling Above and Below the Line, master sales trainer Skip Miller shows how to simultaneously sell the technical and financial fit of any product or service-a strategy used by Google, Apple, Cisco WebEx, and other powerhouses. Readers learn to: Create energy by including executives early in the sales process * Ask the right questions and pinpoint big-picture financial needs * Keep "below the line" managers from feeling bypassed * Uncover value propositions that target each set of decision-makers Too often, sales that seemed locked in will stall or go dark. Learn to sell above and below the line, and keep the process moving swiftly toward successful, lucrative deals.

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Author(s): William Miller
Original Publish Date: Feb 11, 2015

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eAudio
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Author(s): William Miller
Narrator(s): Tim Andres Pabon
Product Number Z100102858
Released: Oct 13, 2015
Business Term: Purchase
Publisher: Gildan Media, Inc
ISBN: #9781469061221

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