Selling Above and Below the Line

Selling Above and Below the Line

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Miller, William AMACOM, 2015 Audio summary available
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IN THIS SUMMARY

In an effort to increase their average sales prices and shorten their selling cycles, salespeople are increasingly "calling high" and reaching out to executives. This is an excellent strategy but one that few salespeople are equipped to implement successfully. Most have been extensively trained to sell the features and benefits of their products or services to those who will use them directly, but they do not know how to communicate value to executives. In Selling Above and Below the Line, William "Skip" Miller teaches sales professionals how to converse with executives and coordinate their sales processes to appeal to both executives and end users so that stalling, harassing, and discounting are no longer regular features of the process.