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

by Kevin Davis

Published by Amacom

Read Excerpt

Faster Sales pitches won't lead to faster sales. The key to speeding up the sales process is to actually slow down and get in sync with your customer's buying process.

Customers don't care about your selling process. They're moving through their own buying process, a set of predictable steps that doesn't match how most salespeople sell. With the highly effective techniques in Slow Down, Sell Faster!, you'll learn how to help your customers through each step of their buying process faster, and with the odds shifted in your favor.

Sales guru Kevin Davis has taught thousands of salespeople at veritable "who's who" of Fortune 500 companies. His eight-step method unleashes the power of slowing down sales conversation, asking more questions, identifying needs, and supplying solutions - - in the right sequence, with the right approaches.  It's an especially effective formula for high- stakes sales involving multiple decision-makers that delivers big rewards. You'll learn how to:

  • match your sales behaviors to your customers' needs at every step of the buying process
  • get more appointments - - especially at the C level - - by using a problem-focused approach
  • combat your most lethal competitor: customer complacency
  • use probing questions to diagnose small problems that can point to bigger needs
  • master the complicated politics of complex sales
  • overcome common selling dilemmas, such as customers who go silent at the eleventh hour
  • and more
You already know how to sell. It's time to learn how people buy - - to slow down so you can sell faster!


pub date: 2011-01-05 | | 9780814416853