Selling above and below the line convince the C-suite : win over management : secure the sale
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. Miller shows how to simultaneously sell the technical and financial fit of any product or...
Main Author: | |
---|---|
Format: | eBook |
Language: | English |
Published: |
New York
AMACOM--American Management Association
2015
|
Subjects: | |
Online Access: | |
Collection: | O'Reilly - Collection details see MPG.ReNa |
Table of Contents:
- Includes bibliographical references and index
- Foreword
- Author's preface
- Acknowledgments
- You are selling more than just features & benefits
- The line that splits the two parts of a sale
- Selling below the line
- Selling above the line
- Controlling the sale above and below the line
- Stage one : being proactive
- Sharpen your executive business acumen
- Stage two : don't forget the split
- Two different value propositions and energy sources
- Stage three : value vs. value
- Balancing between the lines to accelerate the deal
- Stages four and five : getting a decision
- How to implement in your current selling process
- Overall strategizing for an above the line sale
- Index