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

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.

KEVIN DAVIS is president of TopLine Leadership, a sales and sales management training company that serves clients from diverse sectors. Kevin has 30+ years of experience as a salesperson, sales manager, sales trainer and consultant, and brings the experience of the real world to his books. 

Kevin's first book was "Getting Into Your Customer's Head" which was named one of the Top 30 Business Books of the year by Soundview Executive Book Summaries. 

Kevin's 2nd book is "Slow Down, Sell Faster!: Understand Your Customer's Buying Process & Maximize Your Sales," an 8-step consultative method for matching how you sell with each step of the buying process. 
  
Kevin's 3rd book is "The Sales Manager's Guide to Greatness: Ten Essential Strategies for Leading Your Team to the Top" which describes methods for everything from leading, coaching, and managingpriorities, to hiring, forecasting, and driving rep accountability.