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 Miller6:47 Importance of the Sales Process12:17 Sales & solution hunting20:01 Self awareness, 80/20 rule26:31 Skip’s Proactive Sales Management27:55 Listening is an art33:23 Importance of having a Sales Framework40:10 Authenticity in sales46:50 Leveraging your connections50:23 Proposals55:19 Working WITH, not FOR your customers57:18 Immersion 60”03 Get into contact with SkipGet into contact with Skip MillerWebsite:https://www.m3learning.comLinkedIn: M3 LinkedInLinkedin:https://www.linkedin.com/in/skip-miller-a7243/Youtube:https://www.youtube.com/channel/UCdRAHJ1XMk_GJL4BltMDHTgIf you are interested in joining our sales community and receive biweekly newsletter please sign up here https://www.k2perform.com/resources/blogTo 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 [email protected] 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

Ver todos los episodios