Buckle up, dear reader, for a riveting ride through the art of selling as we embark on the journey of dissecting William "Skip" Miller's masterpiece, "Selling Above and Below the Line: Convince the C-Suite. Win Over Management. Secure the Sale." Miller, a guru in the realm of sales, has elegantly crafted this manual to transform the way you view sales - not as a single-layered task but as a multi-tiered chess game that requires both strategy and finesse.
"Selling Above and Below the Line" serves as a bridge, a bridge between you and your next successful sale. It illuminates the division between traditional, rational sales techniques often employed for mid-level managers (selling below the line) and the strategic, critical thinking necessary for engaging executives (selling above the line). This dichotomy provides the skeleton of Miller's treatise, transforming it into an engaging guide for every aspiring salesperson who aims to win the sales game.
The heart of the book beats with the rhythm of persuasion. Miller dives into the ocean of strategic sales, expertly guiding you through its depths to bring you face-to-face with the monstrous beast of rejection and failure. His insights, drawn from years of experience, arm you with the necessary weapons to slay this beast, leading to a successful sale.
Reading Miller's book is akin to having a wise mentor whispering wisdom into your ears. It's packed full of potent advice and practical tools, urging you to take the leap and dive into the real world of sales. As you delve deeper into the pages, you are not merely reading; instead, you're setting on a path of transformation, from a fledgling salesperson to a hawk-eyed sales expert.
Understanding Above and Below the Line

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The nucleus of Miller's work is his "Above and Below the Line" concept. Think of this concept as a two-story building where the lower floor represents "below the line" selling - mainly tactical and techni...