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

Name: Selling Above and Below the Line: Convince the C-Suite. Win Over Management. Secure the Sale.
Brand: Amacom
SKU: 9780814434833
Price: 1816.0 INR
Availability: InStock

by William Skip Miller

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ISBN13: 9780814434833
Binding: Paperback
Subject: N/A
Publisher: Amacom
Publisher Imprint: Amacom
Publication Date: February 11, 2015
Pages: 256
Original Price: USD 24.99
Language: English
Edition: N/A
Item Weight: 408 grams
BISAC Subject(s): Sales & Selling / General

About The Book

From the Back Cover
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.

Advance Praise for Selling Above and Below the Line

"Full of useful advice. The split between above- and below-the-line selling is a particularly interesting idea that should help readers increase their success while shortening their sales cycles." -- Neil Rackham, author of SPIN Selling

"Getting prospects to switch off the status quo is tough. In this book, you'll discover how to leverage killer value propositions to create momentum and accelerate the sales process." -- Jill Konrath, author of Agile Selling and SNAP Selling

"Skip's book should not be just read, but followed. It's a surefire guide to success." --Steve Schiffman, author of The 25 Sales Habits of Highly Successful Salespeople

William "Skip" Miller is president of M3 Learning, a leading sales development firm whose clients include Apple, Google, Cisco, Oracle, Rackspace, Tableau, UGG, and other top companies. He is the author of ProActive Selling and ProActive Sales Management.

About The Author

Miller, William: -

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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