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

Miller, William "Skip"

Brossura

ISBN 10: 0814434835 ISBN 13: 9780814434833

Casa editrice: AMACOM, 2015

Riassunto

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 toboth 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 ofdecision-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.

Su questo libro

L'autore:

WILLIAM “SKIP” MILLER is president of M3 Learning, a leading sales development firm whose clients include Apple, Google, Cisco, Oracle, Teva, Tableau, UGG, and other top companies. He is the author of ProActive Selling, and ProActive Sales Management.

Dalla quarta di copertina:

Are too many of your sales stalling? There’s nothing more frustrating—especially when building relationships and making sales pitches are strengths.

Sales master Skip Miller explains where the problem might lie: You’re selling features and benefits to frontline people who look at budget, features, and functionality. That’s a logical thing to do—but it’s only half your job.

Great salespeople sell to a second set of decision makers in every company: the executives. These people evaluate proposals from an “above the line” perspective, weighing ROI, time saved, risk lowered, and productivity improved. When you bring them into the sales process early and speak the language they need to hear, outcomes dramatically improve.

Selling Above and Below the Line shows you how to appeal to both sets of buyers, and sell the technical and financial fit of any product or service. You’ll move beyond features and benefits, eliminate the budget objection, ask probing questions about your customer’s financial picture, and deliver value propositions that seal the deal.

Advance Praise for Selling Above and Below the Line

“Full of useful advice. The split between above- and below-the-line selling is a particularly interesting idea that should help readers increase their success while shortening their sales cycles.” — Neil Rackham, author of SPIN Selling

“Getting prospects to switch off the status quo is tough. In this book, you’ll discover how to leverage killer value propositions to create momentum and accelerate the sales process.” — Jill Konrath, author of Agile Selling and SNAP Selling

“Skip’s book should not be just read, but followed. It’s a surefire guide to success.” —Steve Schiffman, author of The 25 Sales Habits of Highly Successful Salespeople

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.

Su questa edizione

• Editore: AMACOM
• Data di pubblicazione: 2015
• ISBN 10: 0814434835
• ISBN 13: 9780814434833
• Rilegatura: Copertina flessibile
• Numero di pagine: 236