Selling Above and Below the Line

Selling Above and Below the Line

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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.

ISBN: 9780814434833

Published Date: February 11, 2015

Publisher: AMACOM

Language: English

Page Count: 236

Size: 9.00" l x 6.00" w x 1.00" h