{"product_id":"selling-above-and-below-the-line-convince-the-c-suite-win-over-management-secure-the-sale-paperback","title":"Selling Above and Below the Line: Convince the C-Suite. Win Over Management. Secure the Sale. - Paperback","description":"\u003cdiv\u003e\u003cp style=\"text-align: right;\"\u003e\u003ca href=\"https:\/\/reportcopyrightinfringement.com\/\" target=\"_blank\" rel=\"nofollow\"\u003e\u003cb\u003eReport copyright infringement\u003c\/b\u003e\u003c\/a\u003e\u003c\/p\u003e\u003c\/div\u003e\u003cp\u003eby \u003cb\u003eWilliam Miller\u003c\/b\u003e (Author)\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e\u003cstrong\u003eMost salespeople work hard to become proficient in reaching the frontline managers in their markets. However, a salesperson who wishes to achieve long-lasting success with a client will learn how to also appeal to top-level executives from an \"above the line\" perspective.\u003c\/strong\u003e\u003c\/p\u003e\u003cp\u003eMaster sales trainer Skip Miller shows how to simultaneously sell to both the frontline manager as well as the executive who is more concerned with profit\/loss indicators such as ROI, time saved, risk lowered, and productivity improved - a strategy used by Google, Apple, Cisco WebEx, and other powerhouses.\u003c\/p\u003e\u003cp\u003eIn \u003cem\u003eSelling Above and Below the Line\u003c\/em\u003e, you will learn how to: \u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eCreate energy by including executives early in the sales process.\u003c\/li\u003e\n\u003cli\u003eAsk the right questions and pinpoint big-picture financial needs.\u003c\/li\u003e\n\u003cli\u003eKeep \"below the line\" managers from feeling bypassed.\u003c\/li\u003e\n\u003cli\u003eUncover value propositions that target each set of decision-makers.\u003c\/li\u003e\n\u003cli\u003eSales that seem locked in will stall or go dark.\u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003eCustomers who have been loyal to you suddenly back out of the relationship due to decisions made above the manager's head. This often could have been avoided had the salesperson been intentional to sell both the technical and financial fit.\u003c\/p\u003e\u003cp\u003eIn \u003cem\u003eSelling Above and Below the Line\u003c\/em\u003e, learn to effectively communicate both, leading to more successful and lucrative deals than ever before.\u003c\/p\u003e\u003ch3\u003eBack Jacket\u003c\/h3\u003e\u003cp\u003eAre too many of your sales stalling? There's nothing more frustrating--especially when building relationships and making sales pitches are strengths. \u003c\/p\u003e  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.   \u003ci\u003eSelling Above and Below the Line\u003c\/i\u003e 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.   \u003cb\u003eAdvance Praise for \u003ci\u003eSelling Above and Below the Line\u003c\/i\u003e\u003c\/b\u003e   \"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.\" \u003cb\u003e-- Neil Rackham, author of \u003ci\u003eSPIN Selling\u003c\/i\u003e\u003c\/b\u003e   \"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.\" \u003cb\u003e-- Jill Konrath, author of \u003ci\u003eAgile Selling\u003c\/i\u003e and \u003ci\u003eSNAP Selling\u003c\/i\u003e\u003c\/b\u003e   \"Skip's book should not be just read, but followed. It's a surefire guide to success.\" \u003cb\u003e--Steve Schiffman, author of \u003ci\u003eThe 25 Sales Habits of Highly Successful Salespeople\u003c\/i\u003e\u003c\/b\u003e   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 \u003ci\u003eProActive Selling\u003c\/i\u003e and \u003ci\u003eProActive Sales Management.\u003c\/i\u003e \u003ch3\u003eAuthor Biography\u003c\/h3\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eWILLIAM \"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.\u003c\/p\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003eNumber of Pages:\u003c\/strong\u003e 256\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003eDimensions:\u003c\/strong\u003e 0.6 x 9 x 6.1 IN\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003ePublication Date:\u003c\/strong\u003e February 11, 2015\u003c\/div\u003e\n            ","brand":"BooksCloud","offers":[{"title":"Default Title","offer_id":51964753936685,"sku":"9780814434833","price":24.98,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0938\/3185\/6429\/files\/selling-above-and-below-the-line-convince-the-c-suite-win-over-management-secure-the-sale-paperback-5504293.webp?v=1775472548","url":"https:\/\/ishookbooks.com\/products\/selling-above-and-below-the-line-convince-the-c-suite-win-over-management-secure-the-sale-paperback","provider":"iShook Books","version":"1.0","type":"link"}