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

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

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

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

Synopsis

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.

Excerpt

Sales leaders are notoriously impatient. In sales meetings they talk about time-based competition. They quote from the book: “It’s not the big that eat the small; it’s the fast that eat the slow.” They draw a sketch on the whiteboard explaining the current sales pipeline and asking everybody to accelerate sales. The battle cry in the sales office is “speed is your friend.” Every sales leader wants fast sales; the trouble is, there aren’t many fast buyers.

Unfortunately, speed often kills sales opportunities. I’ve seen too many salespeople chasing prospects at high speed until they realized they were chasing garbage trucks. If they had done their homework, they’d have learned to identify and go after the money trucks. Sometimes they are “chasing” so fast that they leave the truck in the dust, far behind.

Prospects take their time and they aren’t going to speed up their process just because you are in a hurry. In Slow Down, Sell Faster!, Kevin Davis shows how you can speed up your sales—get more sales, faster—by slowing down your sales process. He provides a simple model that gives you clues about where your customer is in their buying process, and guidelines on what you can do to move the customer to the next step faster. The book has many memorable analogies that make it an easy and practical read for salespeople and their managers.

With all the talk about relationship-oriented selling, there have been very few books that spell out the “how to” of creating lasting relationships with customers. Kevin Davis shows the reader that . . .

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