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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...
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
New York :
AMACOM--American Management Association,
[2015]
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| Temas: | |
| Acceso en línea: | Texto completo (Requiere registro previo con correo institucional) |
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.