Download Selling Above and Below the Line: Convince the C-Suite. Win Over Management. Secure the Sale. Audiobook

Selling Above and Below the Line: Convince the C-Suite. Win Over Management. Secure the Sale. Audiobook, by William Miller Extended Sample Click for printable size audiobook cover
Author: William Miller Narrator: Timothy Andrés Pabon Publisher: AMACOM Format: Unabridged Audiobook Delivery: Instant Download Audio Length: Release Date: May 2021 ISBN: 9781400229390
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Most salespeople work hard to become proficient in reaching the frontline managers in their markets. Cost, service, functionality--they know the value propositions that speak to their most visible customers. But while many of these managers hold the initial decision-making power that can lead to that first sale, even they report to a higher authority who evaluates the manager’s decisions from an entirely different perspective. A salesperson who wishes to achieve long-lasting success with a client will learn how to also appeal to top-level executives from an “above the line” perspective. In Selling Above and Below the Line, master sales trainer Skip Miller shows how to simultaneously sell to both the frontline manager as well as the executive who is more concerned with profit/loss indicators such as ROI, time saved, risk lowered, and productivity improved--a strategy used by Google, Apple, Cisco WebEx, and other powerhouses. Salespeople wishing to gain a clear advantage over the competition will learn how 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
  • And more Too often, sales that seem locked in will stall or go dark.

Or customers who have been loyal to you suddenly back out of the relationship due to decisions made above the manager’s head. Oftentimes, this could have been avoided had the salesperson been intentional to sell both the technical and financial fit. In Selling Above and Below the Line, learn to effectively communicate both, leading to more successful and lucrative deals than ever before.

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About the Author

Timothy Andrés Pabon is an English- and Spanish-speaking voice-over artist who has worked extensively in advertising and audiobook narration. He has had acting roles on House of Cards and has also been a costar on HBO’s acclaimed series The Wire opposite country music legend Steve Earl. As a stage actor, he has worked off-Broadway at the June Havoc Theatre, and his regional credits include Center Stage, the Shakespeare Theatre, Arena Stage, the Hippodrome, Olney Theatre, Rep Stage, and GALA Hispanic Theatre.

About the Narrator

Timothy Andrés Pabon is an English- and Spanish-speaking voice-over artist who has worked extensively in advertising and audiobook narration. He has had acting roles on House of Cards and has also been a costar on HBO’s acclaimed series The Wire opposite country music legend Steve Earl. As a stage actor, he has worked off-Broadway at the June Havoc Theatre, and his regional credits include Center Stage, the Shakespeare Theatre, Arena Stage, the Hippodrome, Olney Theatre, Rep Stage, and GALA Hispanic Theatre.