Скачать или смотреть SaaS Sales Buyer Types: Skip Miller Talks ATL and BTL on Aspireship Live! | SaaS Sales Job Training

"If you're in sales, your mission is to make sure are you working for your customer." Well, in SaaS, how exactly do you do that? For the answer, watch Skip Miller's clip from Aspireship Live!

"We typically learn to sell to the below the line buyer. Features and benefits and stuff. And the below the line buyer goes, "This is great, this is great."

So we develop a success pattern, a pattern of success. So when we get a chance to go the above the line buyer, we start giving them an executive overview of the below the line stuff. Which isn't gonna help anybody. So it's a whole different language. So if you're gonna go to an above the line buyer, you can't sit back and have a meeting with that above the line buyer going, "What do you think of my stuff?" Because it's the wrong context, it's totally wrong.

A good tool to remember is this: If you're in sales, your mission is to make sure are you working for your customer. And if they spend twenty grand, thirty grand, fifty grand, ARR, MRR whatever, your job is to make sure they maximize that.

So if they're spending twenty five grand a year, two grand a year, whatever, it is and there potentially are other things that they could be using your stuff for, they're not, you're not doing your job. So, there's nothing wrong with saying, "Listen, as you look in the next six months," (which is a tool called time traveling), "what other initiatives are coming down that the investment you're making in our stuff might be able to impact?" The below the line buyer is never really invited to those meetings so the below the line buyer is gonna go, "Well, I really don't know?" "Then you go, "Well, where can we go to find this out."

Skip Miller is a leading sales trainer and President of M3Learning, a proactive sales management and sales training company. He’s also author of the bestselling books, Selling Above and Below the Line, Proactive Selling and Proactive Sales Management. And his most recent title, “Outbounding: Win New Customers with Outbound Sales and End Your Dependence on Inbound Leads.”

If you're new to #SaaSsales or contemplating a career move, we cover above the line buyers, below the line buyers and so much more with Skip in the SaaS Sales Foundations Aspireship, https://www.aspireship.com

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