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 toboth 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 processAsk the right questions and pinpoint big-picture financial needsKeep "below the line" managers from feeling bypassedUncover value propositions that target each set ofdecision-makersToo 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.
- ISBN10 0814434843
- ISBN13 9780814434840
- Publish Date 11 February 2015
- Publish Status Active
- Publish Country US
- Publisher HarperCollins Focus
- Imprint Amacom
- Format eBook
- Pages 240
- Language English