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

William Miller
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Product Description
Most salespeople work hard to become proficient in reaching the frontline managers in their markets. Cost, service, functionality--they know the va... Read More
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 more Too 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. Read Less

Additional Information
  • Contributor(s)William Miller
  • About the Contributor(s) William (Skip) Miller learned the hard way that being unprepared for cold-calling is a surefire way to lose your job...

    William (Skip) Miller learned the hard way that being unprepared for cold-calling is a surefire way to lose your job when he started his career in sales, quitting after only one day on his first job. He learned from his mistakes and is now President of M3 Learning, a ProActive Sales Management and Sales Training Company and is the sales training leader in Silicon Valley.  Skip has provided training to tens of thousands of sales people and hundreds of companies in over 35 countries. This is his seventh book.

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  • ISBN-139780814434833
  • Publish Date03/06/2018
  • PublisherAMACOM
  • Format Softcover
  • LanguageEnglish
  • Weight (lbs)0.92 lb
  • Case Weight (lbs)36.77 lb
  • Dimensions 9.0(h) x 6.0(w) x 0.63(d) inches
  • Pages256
  • Price $13.27

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