It's an especially effective formula for high-stakes sales involving multiple decision-makers that delivers big rewards.
Slow Down, Sell Faster: A Review - Small Business Trends
You'll learn how to: You already know how to sell. It's time to learn how people buy--to slow down so you can sell faster! Years ago, we selected Kevin Davis' sales model.
We've used the flexibility of the program to train the majority of our sales force on this powerful consultative selling methodology. We've measured outstanding results. In Slow Down, Sell Faster! Kevin Davis offers a concise roadmap for how to stop paying lip service to this concept and make it a reality for sales reps and their managers.
Slow Down, Sell Faster: A Review
This book provides solid, practical advice that professional salespeople can immediately use and apply. His book, Getting into Your Customer's Head , helped redefine how salespeople approach selling. There must be something in the air that has created a flurry of books about how to sell by understanding how customers buy.
The next book I received for review with the same focus on how customers buy was Slow Down, Sell Faster: Davis combines academic research and practical experience to generate a sales system you can use to not just improve your top line, but your bottom line as well. Part I of the book is devoted to the actual sales system.
Slow Down, Sell Faster!: Understand Your Customer's Buying Process and Maximize Your Sales
One thing I really like about this book is that it is actually written for an industrial or complex buying process. Davis references established experts Webster and Wind, who have studied how bigger organizations make decisions to select a supplier. And he uses decades of research and melds it with practical, real-life ways that business-to-business purchases are made.
Part II contains one chapter on coaching to the eight roles. It provides a series of cheat sheets and troubleshooting tables to help sales managers and sales reps debrief sales calls.
The book is full of strategies, tips and hints at every level and at every point of the selling process. Davis uses a layered approach where he introduces the selling system, then overlays the roles of the salesperson through the buying process and guides the reader to success.
Here are just a few examples of some of my favorite pieces of information:. This is a fantastic book for any business-to-business, technical or industrial CEO with full-time, direct salespeople who sell high-priced, high-involvement products and services to companies where more than one person is involved in the decision.
This is a comprehensive, detailed and perceptive book about complicated sales situations. Overall, this is an extremely powerful book that will challenge your thinking and your sales process. Ivana One of the things I love about your reviews is you find books I would not find on my own and I learn a ton when I read your comprehensive reviews.