Selling Above and Below the Line

Convince the C-Suite. Win Over Management. Secure the Sale.
eAudio - unabridged
Audio (7.52 hours)
Product Number: Z100102858
Released: Oct 13, 2015
Business Term: Purchase
ISBN: #9781469061221
Narrator/s: Tim Andres Pabon
Publisher: Gildan Media, Inc
Please log in to view pricing

Description

Are too many of your sales stalling? There's nothing more frustrating-especially when building relationships and making sales pitches are strengths. Sales master Skip Miller explains where the problem might lie: You're selling features and benefits to frontline people who look at budget, features, and functionality. That's a logical thing to do-but it's only half your job. Great salespeople sell to a second set of decision makers in every company: the executives. These people evaluate proposals from an "above the line" perspective, weighing ROI, time saved, risk lowered, and productivity improved. When you bring them into the sales process early and speak the language they need to hear, outcomes dramatically improve. Selling Above and Below the Line shows you how to appeal to both sets of buyers, and sell the technical and financial fit of any product or service. You'll move beyond features and benefits, eliminate the budget objection, ask probing questions about your customer's financial picture, and deliver value propositions that seal the deal.

x-large
Author(s): William Miller
Original Publish Date: Apr 01, 2015

This title is part of (or scheduled to be part of) the following subscriptions:

RBdigital Unlimited Access Audio Subscription - GildanMedia titles
RBdigital Audio Pay Per Circ Subscription - GildanMedia titles

All formats/editions

eBook
x-large
Author(s): William Miller
Product Number EB00723661
Released: Apr 15, 2018
Business Term: 26 Circ
Publisher: AMACOM
ISBN: #9780814434840

Sign up for our email newsletter