“ Pick this one up, read it, study it, think about it and read it again. It will be worth it.” --PCB007.com
"...must read for anyone selling big ticket products particularly in a B2B environment." --CEO Blog
"...provides much needed perspective change on the whole selling process…great resources, first hand examples, and lots of techniques." --Suite 101 Sales/Marketing Careers
"…compiling all these techniques into one, easy-to-understand manual…gives a salesperson the upper hand in approaching nearly every sales challenge." – BlogonBooks
"I have no hesitation in recommending this as a standard and well-thumbed text on any sales manager's bookshelf, as well as a practical 'how to' volume for sales people." --Changingminds.org
"...highly recommend this revolutionary and must-read book...to any sales manager, salesperson, or any organization serious about developing an effective and customer focused sales process." --Blog Business World
“...how to best navigate the piranha-infested swamp that is your prospect’s internal corporate politics.” --About.com/Sales
“…a volume packed with sales wisdom…book might very well make sales managers take a breath and rethink their priorities.” --ForeWord Reviews
The biggest mistake you’re making in your sales career right now is equating a faster pitch with a faster close. Believe it or not, you will actually experience greater success if you slow down.
Slow Down, Sell Faster! shows you how to stop jumping the gun and work with your customers to identify and quantify their real needs, so by the time you begin your pitch in earnest, you’re already halfway home. Featuring a simple yet powerful eight-step process and practical, repeatable techniques, Slow Down, Sell Faster! is packed with examples from the author’s extensive experience, plus research on customer buying processes—rather than traditional selling processes.
This buyer-focused approach to selling extends to proposals and presentations, loyalty and retention, and, of course, cultivating more business. Each step in the book corresponds to a role you should adopt to meet a customer’s needs at each stage of the buying process.
There are two sides to every sale. In today’s extra-challenging business climate, understanding the buying process is where professional selling should start.