Summary of Slow Down, Sell Faster!
Copyright © 2011 AMACOM, a division of American Management Association
Looking for the book?
We have the summary! Get the key insights in just 10 minutes.
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 and
- How to sell to a “complex buying team.”
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.