{"product_id":"9780814434833-selling-above-below-the-line","title":"Selling Above and Below the Line: Convince the C-Suite. Win Over Management. Secure the Sale.","description":"\u003cmeta content=\"text\/html; charset=utf-8\" http-equiv=\"Content-Type\"\u003e\u003cp\u003e\u003cspan\u003eThere are two customers to every sale. Are you effectively reaching both?. Cost, service, functionality - good salespeople know the value propositions that speak to frontline managers. But there’s another crucial player in the buying decision, with an entirely different set of criteria.\u003cp\u003eTop-level executives evaluate proposals from an “above the line” perspective: ROI, time saved, risk lowered, productivity improved. Sales professionals that appeal toboth achieve spectacular results.\u003c\/p\u003e\n\u003cp\u003eIn \u003ci\u003eSelling Above and Below the Line\u003c\/i\u003e, master sales trainer Skip Miller shows how to simultaneously sell the technical and financial fit of any product or service - a strategy used by Google, Apple, Cisco WebEx, and other powerhouses. Readers learn to:\u003c\/p\u003e\n\u003cp\u003e\u003c\/p\u003e\n\u003cul\u003e\n\u003cli\u003eCreate energy by including executives early in the sales process\u003c\/li\u003e\n\u003cli\u003eAsk the right questions and pinpoint big-picture financial needs\u003c\/li\u003e\n\u003cli\u003eKeep “below the line” managers from feeling bypassed\u003c\/li\u003e\n\u003cli\u003eUncover value propositions that target each set ofdecision-makers\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp\u003eToo often, sales that seemed locked in will stall or go dark. Learn to sell above and below the line, and keep the process moving swiftly toward successful, lucrative deals.\u003c\/p\u003e\n\u003cbr\u003e\u003c\/span\u003e\u003c\/p\u003e","brand":"Rarewaves","offers":[{"title":"Default Title","offer_id":41078747365473,"sku":"9780814434833","price":19.77,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0092\/7504\/8033\/files\/dae1ba5fb36ab82469d1e4703b1c2fa0.png?v=1700207142","url":"https:\/\/www.rarewaves.com\/products\/9780814434833-selling-above-below-the-line","provider":"Rarewaves.com","version":"1.0","type":"link"}