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

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

byKevin DavisForeword byGerhard Gschwandtner

Paperback | January 15, 2011

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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."
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. "
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Title:Slow Down, Sell Faster!: Understand Your Customer's Buying Process and Maximize Your SalesFormat:PaperbackDimensions:272 pages, 9 × 6 × 0.73 inPublished:January 15, 2011Publisher:AmacomLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:0814416853

ISBN - 13:9780814416853

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Reviews

Rated 5 out of 5 by from Incredibly Insightful! Kevin Davis has done it again! An excellent follow up to his book, "Getting Into Your Customer's Head". The sales concepts are solid and are easily understood. Having used his sales process for years, I know that it works in the real world. My personal sales have grown immensely since I started using it. I think that "Slow Down, Sell Faster" is perfect for anyone in business to business sales looking for a competitive edge. Well done Mr. Davis.
Date published: 2011-03-24

Editorial Reviews

' Pick this one up, read it, study it, think about it and read it again. It will be worth it.' - PCB007.com "compiling all these techniques into one, easy-to-understand manualgives a salesperson the upper hand in approaching nearly every sales challenge." - BlogonBooks "... must read for anyone selling big ticket products particularly in a B2B environment." - CEO Blog "I have no hesitation in recommending this as a standard and well-thumbed text on any sales manager's bookshelf, as well as a practical 'how to' volume for sales people." - Changingminds.org "... breaks one of the most entrenched myths of selling: that a faster sales pitch leads to a faster close." - Top Sales World '... how to best navigate the piranha-infested swamp that is your prospect's internal corporate politics.' - About.com/Sales "... highly recommend this revolutionary and must-read book... to any sales manager, salesperson, or any organization serious about developing an effective and customer focused sales process." - Blog Business World "... provides much needed perspective change on the whole selling processgreat resources, first hand examples, and lots of techniques." - Suite 101 Sales/Marketing Careers 'a volume packed with sales wisdombook might very well make sales managers take a breath and rethink their priorities.' - ForeWord Reviews "