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Selling above and below the line : convince the C-suite : win over management : secure the sale

서명/저자: Selling above and below the line : convince the C-suite : win over management : secure the sale / William Skip Miller

내용주기: 완전내용Foreword -- 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.

초록/해제: 요약 :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 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; and, 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. --해제 :Edited summary from book.