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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 €œabove 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 processAsk the right questions and pinpoint big-picture financial needsKeep €œbelow the line€ managers from feeling bypassedUncover 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.
William (Skip) Miller learned the hard way that being unprepared for cold-calling is a surefire way to lose your job when he started his career in sales, quitting after only one day on his first job. He learned from his mistakes and is now President of M3 Learning, a ProActive Sales Management and Sales Training Company and is the sales training leader in Silicon Valley.Skip has provided training to tens of thousands of sales people and hundreds of companies in over 35 countries. This is his seventh book.
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