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Selling Above and Below the Line (Convince the C-Suite. Win Over Management. Secure the Sale.)

List Price: $18.95
SKU:
9780814434833
Quantity:
  • Prices shown are for Bulk Books (unbranded)
  • Minimum to Customize Books: 50 copies

Overview

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.

Customizing Options and Pricing (v)

  • Cover Imprint (1-color): $1.00/book
  • Promo-Pages (full-color printed): $2.00 / single-sided page
  • Belly-Band Wrap (full-color printed): $2.00
  • Set-Up Charge: $40 per decoration

Call for higher quantities. Standard turnaround for Customized Books 10 business days from proof approval. Standard turnaround for Bulk Books 3-5 business days. Rush service available. Product availability changes daily. Please confirm your quantity is available prior to placing an order. Customization options may be limited or unavailable based on product design, binding or cover artwork.

  • Product Details

    Author:
    William Miller
    Format:
    Paperback
    Pages:
    256
    Publisher:
    AMACOM (February 11, 2015)
    Language:
    English
    ISBN-13:
    9780814434833
    ISBN-10:
    0814434835
    Case Pack:
    40
    File:
    HarperChristian-Nelson0215-20200215.xml
    Folder:
    HarperChristian
    As low as:
    $14.02
    List Price:
    $18.95
    Weight:
    14.72oz
    Dimensions:
    6" x 9" x 0.63"
    Page Edges:
    Non-Gilded
    Words of Christ:
    Black Letter
    Publisher Identifier:
    P-TNELSON
    Discount Code:
    A
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