Summary of Slow Down, Sell Faster!

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Rating

7 Overall

9 Applicability

8 Innovation

6 Style


Recommendation

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.

 

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...

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