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Selling Above and Below the Line

- Convince the C-Suite. Win Over Management. Secure the Sale.
Af: William Miller Engelsk Paperback

Selling Above and Below the Line

- Convince the C-Suite. Win Over Management. Secure the Sale.
Af: William Miller Engelsk Paperback
Tjek vores konkurrenters priser

Most 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.

Master 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.

In Selling Above and Below the Line, you will learn how 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.
  • Sales that seem locked in will stall or go dark.

Customers 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.

In Selling Above and Below the Line, learn to effectively communicate both, leading to more successful and lucrative deals than ever before.

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Tjek vores konkurrenters priser
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Fragt: 39 kr
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Tjek vores konkurrenters priser

Most 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.

Master 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.

In Selling Above and Below the Line, you will learn how 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.
  • Sales that seem locked in will stall or go dark.

Customers 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.

In Selling Above and Below the Line, learn to effectively communicate both, leading to more successful and lucrative deals than ever before.

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Se mere i:
Produktdetaljer
Sprog: Engelsk
Sider: 256
ISBN-13: 9780814434833
Indbinding: Paperback
Udgave:
ISBN-10: 0814434835
Kategori: Salg og marketing
Udg. Dato: 6 mar 2018
Længde: 17mm
Bredde: 156mm
Højde: 230mm
Forlag: HarperCollins Focus
Oplagsdato: 6 mar 2018
Forfatter(e): William Miller
Forfatter(e) William Miller

Kategori Salg og marketing

ISBN-13 9780814434833

Sprog Engelsk

Indbinding Paperback

Sider 256

Udgave

Længde 17mm

Bredde 156mm

Højde 230mm

Udg. Dato 6 mar 2018

Oplagsdato 6 mar 2018

Forlag HarperCollins Focus

Kategori sammenhænge