Summary of Slow Down, Sell Faster!
Understand Your Customer's Buying Process and Maximize Your Sales
Copyright © 2011 AMACOM, a division of American Management Association
If you want to increase your sales, focus on how people buy.
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.
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Contained in Knowledge Pack:
Knowledge PackCustomer ResearchListen to your customers and they will tell you how to sell to them.
Knowledge PackB2B Sales TechniquesLearn the most effective business-to-business sales methods and tactics.
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