Slow Down, Sell Faster!: Understand Your Customer's Buying Process and Maximize Your Sales
Understand Your Customer's Buying Process and Maximize Your Sales
by Kevin DAVIS
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The biggest mistake youÆre 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, youÆre 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 authorÆs extensive experience, plus research on customer buying processesùrather 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 customerÆs needs at each stage of the buying process. There are two sides to every sale. In todayÆs extra-challenging business climate, understanding the buying process is where professional selling should start.
- AMACOM, January 2011
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