• (Replay) Selling above and below the line, Skip Miller

  • Aug 15 2023
  • Length: 1 hr and 1 min
  • Podcast
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(Replay) Selling above and below the line, Skip Miller

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  • Summary

  • When our deals stall, we get ghosted or we surprisingly lose what we think was a sure in, we can ask ourselves... did we engage both Below the Line and Above the line buyers?
    Too often as sales people, we are focused only on solving the problem right in front of us. Sharing the features and benefits of our product that address their immediate need, within their budget and timeframe - this is how most of us were trained.

    When we examine this scenario and the language used, it is all BTL, below the line language, which we need.
    However, we also need to time travel to address ATL, Above the line requirements- Cause, Outcome, ROI. How does the one problem we are solving tie in to the bigger picture? Can this dent multiple other problems you are facing? This is more valuable to ATL buyers.

    In my conversation with Skp Miller, the author of Selling Above and Below the line as well as many other books, we discuss techniques to engage both buyers and at what stage as well as the risks when this doesn’t happen.

    Whether you’ve been in sales for 2 years of 15 years, this a useful message that will create partnerships and experiences and prevent you from being seen as a vendor selling a commodity.

    1:22
    Introducing Skip Miller
    6:47
    Importance of the Sales Process
    12:17
    Sales & solution hunting
    20:01
    Self awareness, 80/20 rule
    26:31
    Skip’s Proactive Sales Management
    27:55
    Listening is an art
    33:23
    Importance of having a Sales Framework
    40:10
    Authenticity in sales
    46:50
    Leveraging your connections
    50:23
    Proposals
    55:19
    Working WITH, not FOR your customers
    57:18
    Immersion
    60”03
    Get into contact with Skip
    Website:
    https://www.m3learning.com
    LinkedIn:
    M3 LinkedIn
    Linkedin:
    https://www.linkedin.com/in/skip-miller-a7243/Youtube:
    https://www.youtube.com/channel/UCdRAHJ1XMk_GJL4BltMDHTg


    For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.

    $495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.

    1:1 and group coaching packages available as well.

    To access our free one week Trial visit The K2 Sales Academy
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