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

  • 3h 45m
  • William “Skip” Miller
  • AMACOM
  • 2015

Cost, service, functionality - good sales people 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; and, 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.

About the Author

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. He lives in Saratoga, California.

In this Book

  • Selling Above And Below The Line—Convince the C-Suite. Win Over Management. Secure the Sale.
  • Foreword
  • Author’s Preface
  • You Are Selling More Than Just Features and Benefits
  • The Line That Splits the Two Parts of a Sale
  • Selling Below the Line
  • Know Your ATL Buyer
  • Understanding ATL Energy
  • Controlling the Inbound Sale
  • Controlling the Outbound Sale
  • Stage 1: Being ProActive
  • Basics Never Go Out of Style
  • Sharpen Your Executive Business Acumen
  • Stage 2: Don’t Forget The Split
  • Discussions with an ATL Executive
  • Creating and Controlling ATL Energy
  • The “How” of Controlling the ATL Sale
  • Stage 3: Value vs. Value
  • Balancing Between the Lines to Accelerate the Deal
  • Stages 4 and 5: Getting a Decision
  • How to Implement ATL/BTL Selling in Your Current Process
  • Overall Strategizing for an Above the Line Sale
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