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...
| Autor principal: | |
|---|---|
| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
New York :
AMACOM--American Management Association
2015.
|
| Edición: | 1st ed |
| Colección: | EBSCO Academic eBook Collection Complete.
|
| Acceso en línea: | Conectar con la versión electrónica |
| Ver en Universidad de Navarra: | https://innopac.unav.es/record=b44346335*spi |
Tabla de Contenidos:
- 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.
