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Slow down, sell faster! : understand your customer's buying process and maximize your sales / Kevin Davis

Author
Davis, Kevin, 1956 May 12-
Published
New York : American Management Association, [2011]
Copyright Date
©2011
Physical Description
1 online resource (xxiv, 262 pages) : illustrations
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Contents
pt. 1. Understanding buying is where selling should start -- pt. 2. The eight roles of buying-focused selling -- pt. 3. Coaching the eight sales roles.
Summary
"This is a great book, a breakthrough in modern selling! Kevin shows you how to make more sales, easier, and with greater certainty than ever before."--Brian Tracy, author of The Psychology of Selling
"The Chally Group Worldwide has interviewed over 80,000 business-to-business customers and found they are most loyal to salespeople who understand their buying needs and buying processes. Slow Down, Sell Faster! shows you how to become one of those salespeople --a world-class sales professional."--Howard Stevens, Chairman and CEO, The Chally Group, Worldwide
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 a veritable "who's who" of Fortune 500 companies. His eight-step method unleashes the power of slowing down each 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 already know how to sell. It's time to learn how people buy--to slow down so you can sell faster! --Book Jacket.
Subject(s)
ISBN
9780814416860 (electronic bk.)
0814416861 (electronic bk.)
9780814416853
0814416853
Digital File Characteristics
text file
Bibliography Note
Includes bibliographical references and index.
View MARC record | catkey: 37420915