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

Description: Please refer to the section BELOW (and NOT ABOVE) this line for the product details - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - Title:Selling Above And Below The Line: Convince The C-Suite Win Over Management Secure The SaleISBN13:9780814434833ISBN10:0814434835Author:Miller, William (Author)Description: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 Profitloss 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 Binding:Paperback, PaperbackPublisher:HARPERCOLLINS LEADERSHIPPublication Date:2015-02-11Weight:0.9 lbsDimensions:0.6'' H x 9'' L x 6.1'' WNumber of Pages:256Language:English

Price: 21.4 USD

Location: USA

End Time: 2025-01-03T04:01:51.000Z

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