Selling Above and Below the Line

Convince the C-Suite. Win Over Management. Secure the Sale.

Business & Finance, Marketing & Sales, Customer Service, Human Resources & Personnel Management, Training, Sales & Selling
Cover of the book Selling Above and Below the Line by William Miller, AMACOM
View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart
Author: William Miller ISBN: 9780814434840
Publisher: AMACOM Publication: February 11, 2015
Imprint: AMACOM Language: English
Author: William Miller
ISBN: 9780814434840
Publisher: AMACOM
Publication: February 11, 2015
Imprint: AMACOM
Language: English

Most salespeople work hard to become proficient in reaching the frontline managers in their markets. Cost, service, functionality--they know the value propositions that speak to their most visible customers. But while many of these managers hold the initial decision-making power that can lead to that first sale, even they report to a higher authority who evaluates the manager’s decisions from an entirely different perspective. A salesperson who wishes to achieve long-lasting success with a client will learn how to also appeal to top-level executives from an “above the line” perspective.In Selling Above and Below the Line, master sales trainer Skip Miller shows how to simultaneously sell to both the frontline manager as well as the executive who is more concerned with profit/loss indicators such as ROI, time saved, risk lowered, and productivity improved--a strategy used by Google, Apple, Cisco WebEx, and other powerhouses. Salespeople wishing to gain a clear advantage over the competition will learn how 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• And moreToo often, sales that seem locked in will stall or go dark. Or customers who have been loyal to you suddenly back out of the relationship due to decisions made above the manager’s head. Oftentimes, this could have been avoided had the salesperson been intentional to sell both the technical and financial fit. In Selling Above and Below the Line, learn to effectively communicate both, leading to more successful and lucrative deals than ever before.

View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

Most salespeople work hard to become proficient in reaching the frontline managers in their markets. Cost, service, functionality--they know the value propositions that speak to their most visible customers. But while many of these managers hold the initial decision-making power that can lead to that first sale, even they report to a higher authority who evaluates the manager’s decisions from an entirely different perspective. A salesperson who wishes to achieve long-lasting success with a client will learn how to also appeal to top-level executives from an “above the line” perspective.In Selling Above and Below the Line, master sales trainer Skip Miller shows how to simultaneously sell to both the frontline manager as well as the executive who is more concerned with profit/loss indicators such as ROI, time saved, risk lowered, and productivity improved--a strategy used by Google, Apple, Cisco WebEx, and other powerhouses. Salespeople wishing to gain a clear advantage over the competition will learn how 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• And moreToo often, sales that seem locked in will stall or go dark. Or customers who have been loyal to you suddenly back out of the relationship due to decisions made above the manager’s head. Oftentimes, this could have been avoided had the salesperson been intentional to sell both the technical and financial fit. In Selling Above and Below the Line, learn to effectively communicate both, leading to more successful and lucrative deals than ever before.

More books from AMACOM

Cover of the book The Art of Social Selling by William Miller
Cover of the book Managing Channels of Distribution by William Miller
Cover of the book Just Listen by William Miller
Cover of the book 7 Steps to Raising a Bilingual Child by William Miller
Cover of the book The AMA Handbook of Project Management by William Miller
Cover of the book Mastering Import and Export Management by William Miller
Cover of the book The Power of Reputation by William Miller
Cover of the book The Essentials of Finance and Accounting for Nonfinancial Managers by William Miller
Cover of the book How To Be An Effective Facilitator: EBook Edition by William Miller
Cover of the book Sell Your Business for an Outrageous Price by William Miller
Cover of the book The Market-Driven Supply Chain by William Miller
Cover of the book People Styles at Work...And Beyond by William Miller
Cover of the book 101 Ways to Captivate a Business Audience by William Miller
Cover of the book Marketing to Millennials by William Miller
Cover of the book Training in Motion by William Miller
We use our own "cookies" and third party cookies to improve services and to see statistical information. By using this website, you agree to our Privacy Policy