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 Skip 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
Get
into contact with Skip Miller
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
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To learn more about Karen connect with her on LinkedIn https://www.linkedin.com/in/karen-kelly-sales-trainer-/
If you have any suggestions for guests or topics on the K2 Sales podcast please contact info@k2perform.com
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