O'Reilly logo

Selling Above and Below the Line by William Skip Miller

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

CHAPTER 18

How to ImplementATL/BTL Selling inYour Current Process

I’m not out to change the world, your life, or your selling style. I do want to give you more chances to call higher in a prospect organization, and have meaningful conversations that will help you and the prospect, both ATL and BTL, make informed decisions.

Above the line and below the line thinking should not be hard to integrate into your current sales process. The biggest move is to manage by stage and manage expectations for both buyer and seller by stage. What do you want to do and get, stage by stage?

MAP YOUR STAGES

The first thing you need to do is map your stages. Somewhere between four and six stages would be great. If your sales process is pretty simple, four should ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required