Selling Above and Below the Line Convince the C Suite Win Over Management Secure the Sale 1st Edition by William Miller ISBN 0814434843 9780814434840

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Product details:

ISBN 10: 0814434843

ISBN 13: 9780814434840

Author:  William Miller 

Selling Above and Below the Line: Convince the C-Suite. Win Over Management. Secure the Sale 1st Edition: 

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.

 

Selling Above and Below the Line: Convince the C-Suite. Win Over Management. Secure the Sale 1st Edition Table of contents:

1. You Are Selling More Than Just Features and Benefits

   • The Neuroscience of Selling: It’s All About Us
   • The Deceptive Lure of Features and Benefits
   • Buyers Buy Outcomes

2. The Line That Splits the Two Parts of a Sale

   • Business Acumen: Knowing What Makes a Company Tick
   • Understand a Company’s Network of Concerns
   • Target Two Outcomes for a Sales Process That Works
   • The Split: Selling Above and Below the Line
   • Uncover the Buyer’s Multiple Personalities
   • Focus On Two Value Propositions

3. Selling Below the Line

   • The Rationale for Features and Benefits
   • Two Sales Processes, Two Results
   • WIIFM: The Five Ps
   • The BTL Buyer’s Mantra: I Need It and I Like It
   • The Three Levels of a Purchase
   • Company Win and Personal Win

4. Know Your ATL Buyer

   • Change: We All Face It, and We All Fear It
   • The Fear Factor
   • Promote the Positive Motivators
   • Time Zones: Great Salespeople Are Time-Travelers

5. Understanding ATL Energy

   • Capturing the Energy of a Sale
   • Harness the Energy In ATL Events
   • Other ATL Oddities
   • Change Is King

6. Controlling the Inbound Sale

   • Inbound Qualifying Made Easy
   • Lead Scoring
   • Find the Need With the Three Levels of Why
   • Qualify and Disqualify
   • Getting Control, Starting With the Welcome

7. Controlling the Outbound Sale

   • Make Outbound Qualifying Work for You
   • Your Homework
   • Getting Past the Screen
   • Get to the Point—The One That’s All About Them
   • The Prospect’s Homework
   • Gives/Gets

8. Stage 1: Being ProActive

   • Prospecting to the ATL Level: Strategy and Tactics
   • Mastering the Art of the Short Email
   • How to Leave a Phone Message
   • Trumpeting

9. Basics Never Go Out of Style

   • Start the ATL Phone Call With a 30-Second Speech
   • The Art of Asking Questions
   • Paraphrasing and Summarizing Skills
   • Time-Traveling
   • Next Step

10. Sharpen Your Executive Business Acumen

    • Top Down and Bottom Up
    • Think Across the Entire Organization
    • ATL and BTL Solution Boxes
    • Talking About Trains
    • Become the Champion of Solution Box B
    • I-Date for Box B

11. Stage 2: Don’t Forget The Split

    • It’s Not a Race
    • The Quantified Problem
    • The Quantified Cause
    • The Quantified Solution
    • Printer Story: The Value of the Three Qs

12. Discussions With an ATL Executive

    • The ValueStar: Learning ATL Vocabulary
    • ROI: Selling Money
    • Making the Most of Time
    • Risk: The Million-Dollar Question
    • Leverage: Building Value Across Trains
    • Brand/Image: The Emotional Value

13. Creating and Controlling ATL Energy

    • The Golden Rule
    • The Salesperson’s Energy

14. The “How” of Controlling the ATL Sale

    • ATL Energy: Finding Additional Trains
    • BTL Energy

15. Stage 3: Value vs. Value

    • Two Value Conditions
    • A Day In the Life . . .
    • BTL and ATL “I Get It” to “I Get It”
    • Validation vs. Education

16. Balancing Between the Lines to Accelerate the Deal

    • Energy Sources
    • Moving the Chains ATL
    • Learn to Quantify Energy
    • Getting to Quantification With Impact Analysis
    • Solution Boxes and I-Dates

17. Stages 4 and 5: Getting a Decision

    • The Goal Is a Decision
    • The Power of Options
    • Getting a Decision—Now

18. How to Implement ATL/BTL Selling In Your Current Process

    • Map Your Stages
    • Visual Collaboration With the Customer
    • Next-Step Selling

19. Overall Strategizing for an Above the Line Sale

    • Managing Risk By Relying On Numbers
    • Know Your Options
    • Wine Ages Well. Problems Don’t.

 

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