Selling above and below the Line: Convince the C-Suite. Win Over Management. Secure the Sale

Selling above and below the Line: Convince the C-Suite. Win Over Management. Secure the Sale

Selling above and below the Line: Convince the C-Suite. Win Over Management. Secure the Sale

Selling above and below the Line: Convince the C-Suite. Win Over Management. Secure the Sale

Synopsis

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.

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.

In Selling Above and Below the Line, 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:

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

Too 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.

Excerpt

Sales. That’s your profession, right? Isn’t this why you picked up this book?

Sure, you’ve read sales books before. They typically teach selling tactics, pipeline stages, and sales tricks. They teach salespeople how to pitch. Problem is, that only goes so far. Why? Because fundamentally, who wants to be sold? Truth is—nobody. But, everybody wants to buy!

In this book, Skip Miller will teach you how to help people buy. That’s what good salespeople do. We ask the right questions. We listen. We help our customers identify and solve their problems. We speak their language. What we really do is help them buy. Skip outlines simple tools that will help you help people buy.

How do I know this? Skip was our first sales trainer at Tableau. He has been a key partner as I have led our sales team at one of the fastest growing software companies in the world. During the four years that Skip has trained us, our sales team of seventy has grown over ten-fold. Over the same period, Tableau’s annual revenue growth grew over 80 percent! Yes, that fast.

At Tableau my leadership philosophy is all about busting through belief barriers. When most people talk about getting better at sales, they talk about the mechanics, but I’ve learned through my own experience in sales—from selling educational books door to door during college to building one of the most successful sales teams in technology at Tableau—that belief is the most powerful sales tool in the world. At Tableau, our reps believe in our mission: “To Help People See and Un-

Search by... Author
Show... All Results Primary Sources Peer-reviewed

Oops!

An unknown error has occurred. Please click the button below to reload the page. If the problem persists, please try again in a little while.