{"product_id":"9780814434840","title":"Selling Above and Below the Line: Convince the C-Suite. Win Over Management. Secure the Sale.","description":"\u003cbody\u003e     \u003cp\u003e       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.     \u003c\/p\u003e     \u003cp\u003e            \u003c\/p\u003e     \u003cp\u003e       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.     \u003c\/p\u003e     \u003cp\u003e            \u003c\/p\u003e     \u003cp\u003e       In \u003ci\u003eSelling Above and Below the Line\u003c\/i\u003e, 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:     \u003c\/p\u003e     \u003cp\u003e            \u003c\/p\u003e     \u003cp\u003e       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     \u003c\/p\u003e     \u003cp\u003e            \u003c\/p\u003e     \u003cp\u003e       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.     \u003c\/p\u003e   \u003c\/body\u003e","brand":"AMACOM","offers":[{"title":"Default Title","offer_id":47079851426032,"sku":"9780814434840","price":14.95,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0737\/7593\/9824\/files\/9780814434840_p0.jpg?v=1763743775","url":"https:\/\/shop-qa.barnesandnoble.com\/products\/9780814434840","provider":"Barnes \u0026 Noble (DEV)","version":"1.0","type":"link"}