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Selling Above and Below the Line by William Skip Miller

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CHAPTER 19

Overall Strategizing foran Above the Line Sale

If you have read this far, you see the advantage for calling high earlier in a sale. Salespeople all over the globe agree the trick isn’t calling high. The trick is knowing what to say when you are there, knowing what to say that will be of value and that will let you stay high.

Hopefully, this book has given you answers and some insight into the world of calling at the ATL level, and why it’s different than calling at the BTL level. You need to win at both levels, as we have said, but why on earth would you bring the same messaging to the ATL exec as you do the BTL buyer? The printer story should always remind you that a Quantified Cause is a different value proposition than a Quantified ...

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