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Slow Down, Sell Faster!: Understand Your Customer's Buying Process and Maximize Your Sales Paperback – January 5, 2011


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Product Details

  • Paperback: 272 pages
  • Publisher: AMACOM; 2 edition (January 5, 2011)
  • Language: English
  • ISBN-10: 0814416853
  • ISBN-13: 978-0814416853
  • Product Dimensions: 8.9 x 6.2 x 0.8 inches
  • Shipping Weight: 15.2 ounces (View shipping rates and policies)
  • Average Customer Review: 4.8 out of 5 stars  See all reviews (35 customer reviews)
  • Amazon Best Sellers Rank: #889,835 in Books (See Top 100 in Books)

Editorial Reviews

Review

“ 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



"...breaks one of the most entrenched myths of selling: that a faster sales pitch leads to a faster close." --Top Sales World

Book Description

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.


More About the Author

Kevin Davis (Reno, NV) is a sales trainer who helps sales organizations to implement a consistent sales process built around a deep understanding of how customers buy. His newest sales book, "Slow Down, Sell Faster! Understand Your Customer's Buying Process and Maximize Your Sales" shows salespeople how to help customers buy faster - by slowing down each sales conversation.

Kevin is the president of TopLine Leadership, a leading sales training and sales manager development company serving clients from diverse sectors.

Customer Reviews

4.8 out of 5 stars
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The book is extremely well written and very easy to read.
John Chancellor
The sales/buying process revealed in Kevin's new book "Slow Down, Sell Faster!" is the future of sustainable selling.
The Student
It is a must read for all professional sales organizations.
A Customer

Most Helpful Customer Reviews

5 of 5 people found the following review helpful By John Chancellor TOP 500 REVIEWERVINE VOICE on December 27, 2010
Format: Paperback
Abe Lincoln was reported to have said, "If I had six hours to chop down a tree, I'd spend the first four hours sharpening the ax." A constant problem I see is that people are in a great hurry to get to what they consider the heart of the work - they want to start chopping - but as Lincoln correctly observed, you will be much more effective if you spend time sharpening your tools. This is certainly true in sales. Instead of rushing to make more calls, spend a few hours sharpening your skills and the task will be much easier.

As I was reading this book, I happened to receive a sales call from a very high powered management consultant. It was very interesting how fast he tried to move through the sales process. He was not successful because he really did not take the time to understand me and my needs. It was amazing how many mistakes he made on the call. I know if he were to read and implement the principles contained in this book his success ratio would increase dramatically.

In a number of ways this book takes a counterintuitive approach to selling. But as you read and understand the concepts behind Slow Down, Sell Faster you realize this approach is much more effective.

The central theme to this process is to slow down, understand and align with where the buyer is. You must put yourself in the buyer's position if you want to really understand and connect with the buyer.

This book will be most beneficial to people selling high ticket items to businesses. The author spends a lot of time advising the proper approach to dealing with Complex Buying Teams. Most big ticket purchase decisions are made by a team.
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2 of 2 people found the following review helpful By Keith Brodhead Jr. on August 29, 2011
Format: Paperback
This is one of the best sales books and methodologies I've been exposed to in 27 years. I'm on my third reading of the book and taking notes and internalizing the methods and practices. I'm in total immersion mode with the book and teachings.

Kevin Davis you are a genus!

Thanks...Keith
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1 of 1 people found the following review helpful By William C. Zeeb on January 17, 2011
Format: Paperback Verified Purchase
Davis possesses a rare level of selling experience which he brings to life with numerous stories, checklists and examples.

If you sell products or services which COULD provide more value to the buyer through partnering with a knowledgeable and hard-working salesperson, this book will show you HOW. Especially for selling situations which require extensive explanations between the seller and the buyer, this book is the best I have encountered. (24 books on selling and counting)

Building upon his earlier 1996 work "Getting Into Your Customer's Head" this work contains relevant new materials on selling to multiple decision makers, winning the complex sale, as well as coaching others for success.

In his book Outliers, Malcolm Gladwell describes how the Beatles, Chess Great Bobby Fischer and Bill Gates all reached their extraorinarily high levels of success. In each case, completing over 10,000 hours of practice at one discipline was a key factor. Davis is the 10,000 hours guy in professional selling. His humble focus on the buyer makes his book refreshingly different and keeps me coming back to his unique perspective and wheel describing the Customer Buying Process. (1.Change, 2.Discontent, 3.Research, 4.Comparison, 5.Fear, 6.Committment, 7.Expectations, 8.Satisfaction)

One can compare the Selling Roles Davis has created and checklists to Toyota's standardized work: document the process steps and provide others the benefit of the experience of an expert "who has gone there before."

If you seek to sell more while helping your clients succeed even more, this book offers a clear, easy to follow model which has helped our team consistently to demonstrate value and gain our largest clients. But only if you act fast to apply the lessons!
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1 of 1 people found the following review helpful By Rolf Dobelli HALL OF FAME on May 31, 2011
Format: Paperback
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.
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Format: Paperback
The best thing about this book is the directness. I like the way Kevin Davis writes. It's as though he is talking to you directly; coaching you on how to do a better job of selling. The premise is simple and logical as well and can be summed up in just a few words "be quiet and listen." To summarize Davis he says that the customer does not care about your selling process, he has no interest in what you are selling, she does not want to know about anything you have to say....unless what you have to say matches what her specific needs are.
Davis advises that to be successful you have to get in sync with your customers. You have to study then diligently making certain that you get a clear picture of your customers' needs.
When you focus on a customer you have to study that customer, you have to walk in his shoes for a while to understand what he is facing, what his challenges are and what he needs from you. Once you understand that it's pretty easy to ...well sell it to him.
From Davis book, some of the basic knowledge you have to have about your target customer:
* What future changes will affect their business?
* What are their current goals? Strategic priorities?
* What major changes has the company recently experienced or is currently going through?
* What recent successes or failures have they seen?
* Who are the company's competitors and what is are the differences between them?
* How does work flow in this business? What are the Core functions and how are they linked?
* Would you buy from this company? Why or why not?
* How can you and your company's products/services help this company achieve its goals?
A great set of questions isn't it? This book is just loaded with logical lists like this.
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