Summary of Slow Down, Sell Faster!

Understand Your Customer's Buying Process and Maximize Your Sales

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Slow Down, Sell Faster!
If you want to increase your sales, focus on how people buy.

Rating

7 Overall

9 Applicability

8 Innovation

6 Style

 

Review

Most sales books focus on sales techniques. Not this step-by-step text by sales trainer Kevin Davis, who explains why you need to know your customer’s buying process so you can plan your sales activities – and your sales personalities – accordingly. This makes sense. The more you know about how prospects make their purchases, the easier it will be to sell to them. getAbstract recommends Davis’s savvy sales advice – particularly his specific (if sometimes insufficiently linear) instructions on how to match the buyer’s needs right down the line – to business-to-business sales professionals who work with decision-making client teams, and to those who sell high-end products or services to consumers.

In this summary, you will learn

  • What are the four basic stages of the buying process
  • What eight steps and four milestones they incorporate
  • What sales role you should adopt at each point
  • How to sell to a “complex buying team.”
 

Summary

Don’t Hurry
Never rush a sale. To sell more, “slow down” so you can ask your prospects more questions and determine their needs. Customers buy from salespeople who take the time to meet all their requirements, on a systematic basis, by presenting information they want when they want it...
Get the key points from this book in less than 10 minutes.

About the Author

Kevin Davis, president of TopLine Leadership, Inc., a sales management firm, is the author of Getting into Your Customer’s Head: 8 Secret Roles of Selling Your Competitors Don’t Know.


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Contained in Knowledge Pack:

  • Knowledge Pack
    Customer Research
    Listen to your customers and they will tell you how to sell to them.

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