Slow Down, Sell Faster!: Understand Your Customer's Buying Process and Maximize Your Sales

  • 4h 9m
  • Kevin Davis
  • AMACOM
  • 2011

It's not so much how you sell. It’s how your customer buys!

The biggest mistake you’re making in your sales career right now is equating a faster pitch with a faster close. Believe it or not, you will actually experience greater success if you slow down.

Slow Down, Sell Faster! shows you how to stop jumping the gun and work with your customers to identify and quantify their real needs, so by the time you begin your pitch in earnest, you’re already halfway home. Featuring a simple yet powerful eight-step process and practical, repeatable techniques, Slow Down, Sell Faster! is packed with examples from the author’s extensive experience, plus research on customer buying processes—rather than traditional selling processes.

This buyer-focused approach to selling extends to proposals and presentations, loyalty and retention, and, of course, cultivating more business. Each step in the book corresponds to a role you should adopt to meet a customer’s needs at each stage of the buying process.

There are two sides to every sale. In today’s extra-challenging business climate, understanding the buying process is where professional selling should start.

About the Author

KEVIN DAVIS is president of TopLine Leadership, a sales and sales management training company. His revolutionary eight-step process is used at Citigroup, ADP, Bayer, Sprint-Nextel, IKON Office Solutions, Global Imaging Systems (a XEROX company), and dozens of other Fortune 500 companies.

In this Book

  • Why Slower is Faster: How Selling Too Fast Results in Lost Sales and a Longer Buying Process
  • Mastering the Politics of Selling to Multiple Decision Makers
  • Winning the Complex Sale
  • The Student: Use Knowledge to Gain an Edge
  • The Doctor: Diagnose Small Problems, Define Big Needs
  • The Architect: Design Customer-Focused Solutions
  • The Coach: Make a Plan to Defeat the Competition
  • The Therapist: Understand and Resolve a Buyer’s Fears
  • The Negotiator: Reaching a Mutual Commitment
  • The Teacher: Teach Customers to Achieve Maximum Value
  • The Farmer: Cultivate Customer Satisfaction and Loyalty
  • Coaching for Success: Advice for Sales Managers (and the People Who Work for Them)
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