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

Kevin Davis

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

Kevin Davis

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Description

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.

The biggest mistake salespeople make in their careers is equating a faster pitch with a faster close. Sales guru Kevin Davis shows you how to slow down and focus on the customer buying process, so they can identify and quantify customers' real needs--and adapt their sales pitches accordingly.

In Slow Down, Sell Faster!, you'll learn how to:

  • Match your sales behaviors to your customers' needs throughout the buying process
  • Get more appointments by using a problem-focused approach
  • Combat your most lethal competitor: customer complacency
  • Use probing questions to diagnose small problems that point to bigger needs
  • Master the complicated politics of complex sales
  • Overcome common selling dilemmas

Davis introduces a simple yet powerful method for buyer-focused selling that is practical, repeatable, and easily customizable. This buyer-focused approach extends to proposals and presentations, loyalty, retention, and, of course, cultivating more business.

Packed with examples from the author's extensive experience and detailed research on customer buying patterns, Slow Down, Sell Faster! offers an alternative to traditional selling that leads to increased sales--and happier customers.

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.

Critical Reviews

" Pick this one up, read it, study it, think about it and read it again. It will be worth it." --PCB007.com

..".must read for anyone selling big ticket products particularly in a B2B environment." --CEO Blog

..".provides much needed perspective change on the whole selling process...great resources, first hand examples, and lots of techniques." --Suite 101 Sales/Marketing Careers

..".compiling all these techniques into one, easy-to-understand manual...gives a salesperson the upper hand in approaching nearly every sales challenge." - BlogonBooks

"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

..".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

..".how to best navigate the piranha-infested swamp that is your prospect's internal corporate politics." --About.com/Sales

..".a volume packed with sales wisdom...book might very well make sales managers take a breath and rethink their priorities." --ForeWord Reviews

..".breaks one of the most entrenched myths of selling: that a faster sales pitch leads to a faster close." --Top Sales World

Publishing Information

Publisher: Amacom
Pub date: 2011-01-05
Length: 272 pages

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