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Selling Above and Below the Line: Convince the C-suite. Win Over Management. Secure the Sale.

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.

Condition: BRAND NEW
ISBN: 9780814434833
Author(s): William 'skip' Miller
Format: Paperback
Language: English
Year: 2015
Publisher: Amacom
Pages: 240
Series: Agency/Distributed

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