Listen free for 30 days

Listen with offer

  • Selling Above and Below the Line

  • Convince the C-Suite. Win Over Management. Secure the Sale.
  • By: William Miller
  • Narrated by: Timothy Andrés Pabon
  • Length: 7 hrs and 31 mins
  • 5.0 out of 5 stars (2 ratings)
Offer ends May 1st, 2024 11:59PM GMT. Terms and conditions apply.
£7.99/month after 3 months. Renews automatically.
Pick 1 audiobook a month from our unmatched collection - including bestsellers and new releases.
Listen all you want to thousands of included audiobooks, Originals, celeb exclusives, and podcasts.
Access exclusive sales and deals.
£7.99/month after 30 days. Renews automatically. See here for eligibility.
Pick 1 audiobook a month from our unmatched collection - including bestsellers and new releases.
Listen all you want to thousands of included audiobooks, Originals, celeb exclusives, and podcasts.
Access exclusive sales and deals.
Selling Above and Below the Line cover art

Selling Above and Below the Line

By: William Miller
Narrated by: Timothy Andrés Pabon
Get this deal Try for £0.00

Pay £99p/month. After 3 months pay £7.99/month. Renews automatically. See terms for eligibility.

£7.99/month after 30 days. Renews automatically. See here for eligibility.

Buy Now for £13.00

Buy Now for £13.00

Pay using card ending in
By completing your purchase, you agree to Audible's Conditions of Use and authorise Audible to charge your designated card or any other card on file. Please see our Privacy Notice, Cookies Notice and Interest-based Ads Notice.

Listeners also enjoyed...

Selling in Manufacturing and Logistics cover art
The JOLT Effect cover art
Let's Get Real or Let's Not Play cover art
Amp Up Your Sales cover art
The Sales Development Playbook cover art
The Ultimate Sales Machine cover art
How to Close a Deal Like Warren Buffett cover art
Combo Prospecting cover art
Selling to Homeowners the Sandler Way cover art
Questions That Sell cover art
Sales Development cover art
The 25 Sales Skills cover art
How to Make Incredible Money in Technology Sales cover art
Tech-Powered Sales cover art
Same Side Selling cover art
The Sales Enablement Playbook cover art

Summary

Most salespeople work hard to become proficient in reaching the frontline managers in their markets. However, 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.

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.

In Selling Above and Below the Line, you 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.
  • Sales that seem locked in will stall or go dark.

Customers who have been loyal to you suddenly back out of the relationship due to decisions made above the manager’s head. This often 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.

©1995 William Miller (P)2020 AMACOM

What listeners say about Selling Above and Below the Line

Average customer ratings
Overall
  • 5 out of 5 stars
  • 5 Stars
    2
  • 4 Stars
    0
  • 3 Stars
    0
  • 2 Stars
    0
  • 1 Stars
    0
Performance
  • 4.5 out of 5 stars
  • 5 Stars
    1
  • 4 Stars
    1
  • 3 Stars
    0
  • 2 Stars
    0
  • 1 Stars
    0
Story
  • 5 out of 5 stars
  • 5 Stars
    2
  • 4 Stars
    0
  • 3 Stars
    0
  • 2 Stars
    0
  • 1 Stars
    0

Reviews - Please select the tabs below to change the source of reviews.