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...
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| Format: | eBook |
| Language: | English |
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New York
AMACOM--American Management Association
2015
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| 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