Book description
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 to both 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 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
Too 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.
Table of contents
- Cover
- Title
- Copyright
- Contents
- Foreword
- Author’s Preface
- Acknowledgments
- 1 You Are Selling More Than Just Features and Benefits
- 2 The Line That Splits the Two Parts of a Sale
- 3 Selling Below the Line
- 4 Know Your ATL Buyer
- 5 Understanding ATL Energy
- 6 Controlling the Inbound Sale
- 7 Controlling the Outbound Sale
- 8 Stage 1: Being ProActive
- 9 Basics Never Go Out of Style
- 10 Sharpen Your Executive Business A cumen
- 11 Stage 2: Don’t Forget The Split
- 12 Discussions with an A TL Executive
- 13 Creating and Controlling ATL Energy
- 14 The “How” of Controlling the A TL Sale
- 15 Stage 3: Value vs. Value
- 16 Balancing Between the Lines to Accelerate the Deal
- 17 Stages 4 and 5: Getting a Decision
- 18 How to Implement ATL/BTL Selling in Your Current Process
- 19 Overall Strategizing for an Above the Line Sale
- Index
- About the Author
- Free Sample Chapter from Questions That Sell by Paul Cherry
Product information
- Title: Selling Above and Below the Line
- Author(s):
- Release date: February 2015
- Publisher(s): AMACOM
- ISBN: 9780814434840
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