☰

Business & Money

Management & Leadership

Leadership & Motivation

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

R 866

or 4 x payments of R216.50 with Payflex

Payflex

Availability: Currently in Stock

Delivery: 10-20 working days

Please be aware orders placed now will not arrive in time for Christmas, please check delivery times.

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

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.
Country USA
Brand HarperCollins
Manufacturer AMACOM
Binding Paperback
ItemPartNumber 9780814434833
ReleaseDate 2015-02-11
UnitCount 1
EANs 9780814434833

You might also like...

ProActive Selling: Control the Process--Win the Sale

ProActive Selling: Control the Process--Win the Sale

ProActive Sales Management: How to Lead, Motivate, and Stay Ahead of the Game

ProActive Sales Management: How to Lead, Motivate, and Stay Ahead of the Game

Selling to the C-Suite: What Every Executive Wants You to Know About Successfully Selling to the Top

Selling to the C-Suite: What Every Executive Wants You to Know About Successfully Selling to the Top

Selling to VITO the Very Important Top Officer: Get to the Top. Get to the Point. Get to the Sale.

Selling to VITO the Very Important Top Officer: Get to the Top. Get to the Point. Get to the Sale.

High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results

High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results

Sales Manager Survival Guide: Lessons From Sales' Front Lines

Sales Manager Survival Guide: Lessons From Sales' Front Lines

Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com

Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com

The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales

The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales