Enter your mobile number or email address below and we'll send you a link to download the free Kindle App. Then you can start reading Kindle books on your smartphone, tablet, or computer - no Kindle device required.
To get the free app, enter your mobile phone number.
Other Sellers on Amazon
+ $3.75 shipping
+ Free Shipping
Slow Down, Sell Faster!: Understand Your Customer's Buying Process and Maximize Your Sales Paperback – Special Edition, January 5, 2011
|New from||Used from|
Frequently bought together
Customers who bought this item also bought
Customers who viewed this item also viewed
“ 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
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.
Top customer reviews
There was a problem filtering reviews right now. Please try again later.
- Would I like to turn the way I sell into a competitive advantage?
My initial introduction to Kevin Davis was through his first ground-breaking book "Getting Into Your Customer's Head". At the time I was actively searching for a "sales life-preserver" as I had just taken over a sinking sales team. I wanted to turn the team around and I wanted to do it quickly; I also wanted our sales success to be sustainable. Being a person who highly values integrity and honesty, I did not want our sales turn-around based on a temporary foundation of manipulative tricks and slick sales talk. I wanted increased sales AND long-term satisfied customers. Enter Kevin Davis and his revolutionary buy-learning process. While defining the customer-focused selling/buying process in his books, Kevin asks a paradigm-shifting question:
- Every time someone sells, someone buys; Do we know as much about buying as we do about selling?
This hit me hard. All of this time I had been focusing on selling when I should have been focusing on buying. We were at the time, similar to many companies today, still using the out-dated and extremely ineffective "qualify, quote, hope and close" method of sales. Our sales process was self-focused not customer-focused. After reading "Getting Into Your Customer's Head", we implemented and religiously followed the buy-learning process. The results were staggering. OUR SALES TEAM WENT FROM DEAD LAST TO #1 IN LESS THAN 90 DAYS!!! I believe our sustained sales success happened for several reasons:
- Kevin's customer focused sales process removes the hypocrisy of sales: which is salespeople selling differently than how they like to buy (happy confident salespeople create happy confident customers)
- Today's customers (we) are begging for a different, non-manipulative sales approach, and this is the buying-focused approach that they (we) have been waiting for
- The Buy-Learning process breaks down the nebulous world of sales into an easy step-by-step approach that creates a measurable winning road map for the salesperson, the sales manager and the customer
Since implementing the Kevin Davis Buy-Learning process, I have experienced sales success with numerous sales teams in numerous industries.
Upon learning of a new book from Kevin Davis, I immediately put in my order for a copy of "Slow Down, Sell Faster!" (I want to implement the new techniques first). The title is awesome. Kevin again brings about another paradigm shift for the selling industry. When I recieved "Slow Down, Sell Faster!", I jumped right into the pages to see what was different and new. This book is amazing. It is better than the first book (which I loved and implemented). "Slow Down, Sell Faster!" is written for and by a CUSTOMER-FOCUSED SALESPERSON. The tips are easy to read, find and implement. The new sections on mastering the politics of selling to multiple decision-makers, the milestones and the advice for sales managers are relevant and timely (if not ahead of their time) based on recent changes in economy. Here is what you get with the new book:
- how to turn the way you sell into a competitive advantage
- a complete customer-focused selling strategy (all of the buying steps from start to customer loyalty)
- how to identify and approach the members of the complex buying team
- how to book the first appointment
- how to measure the success of a sales call
- an effective telephone approach & script
- how to handle voicemail
- how to handle the price/ballpark challenge
- how to get prospects to open up about their true needs
- key questions to ask during sales calls
- the M.O.U (this tool is amazing, it will change the way you communicate with customers!!!!!)
- how to test the validity of your differentiators BEFORE you present them to the customer
- how to create a winning proposal (one tip in this section will dramatically improve your chances of winning)
- how to handle the customer's decision-making fear
- extremely useful negotiating tips (such as handling the objection: "the quote for your competitor is for much less, if you don't lower your price I will have to buy from them")
- how and when to ask for the sale
- how to define and refine customer expectations
- how to get referrals
- tools for managing and coaching the process
- and so much more............
You can see why this is a "how to" book. Since receiving the book I have been steadily implementing the tips and getting results. If it sounds like I am big fan, I am. The process and tips contained within the pages of "Slow Down, Sell Faster!" have elevated my sales career. You will be able to say the same thing once you read and implement the ideas of this book. Hurry up and read this book, then slow down and sell faster!
In the first part of the book, Davis suggest an eight step circular buying process model providing guidance for sellers, what to do and whom to access within the customer organization to help the customer navigate through his/her journey of buying. I appreciate that he does not promote this model as a one-size-fits-all approach to success. To the contrary, he makes it perfectly clear that his model is focused on "buy-learning" where potential customers do not yet have all the necessary information to make a buying decision, compared to "buy-knowing" where buyers can make a decision quickly because they already know as much as they need to make a decision.
To make the model actionable for sellers, Davis assigns a metaphor of real professionals to each of the eight phases. These metaphors describe the ideal behavior of a sales person to help the buyer move through the respective phase. Here is an illustration of the concept: The first phase in the buying process is labeled "Change." The sales role best suited to facilitate the buying process at this stage is "Student," someone who is learning about changes affecting a potential customer. In the following "Discontent" phase, the appropriate sales role is that of a "Doctor," a person who diagnoses the cause of the discontent, and so on.
-Davis's model includes two phases after the customer's buying decision, reflecting his belief that the purpose of selling is not closing a deal but opening a relationship
These sales roles metaphors illustrate well what a successful seller needs to do in the different phases of the buying process. However there is a danger of confusion if your company's job description uses some of these same labels in different ways.
The remaining chapters of the first part of the book deal with the major aspect that make a deal complex: the fact that there are several people involved in the buying decision, each having different roles. As Davis's book is based on seminars he teaches, it is understandable that specific jargon is used to describe the various roles in the buying team. I particularly liked the concept of the power broker. I am less sure about the role of the ROI authority, the person who can make funds available and is the ultimate decider. I am sure the role exists and is crucial, I am just not so sure about the label.
The buying team roles are then mapped to where and how they are most likely involved in the eight step buying process model, thus giving the sales person guidance when best to speak to whom. Combining the roles of the buying team and the buying process makes it very clear why "calling high" is not as sure a recipe for success as many sales experts want to make us believe.
The second part of the book then describes the sales roles of "Student," "Doctor," etc., in detail. With real-life examples the model is brought to life. In those examples, there are some details where old salesmanship shines through. But this does not in any way diminish the value of the concepts which are leading edge thinking of how to approach selling in the 21st century.
With the third part of the book, Davis demonstrates his expertise on how a sales team can be introduced to the new thinking he is suggesting. Sales managers play a crucial role in such initiatives. The book also covers the aspect how managers can use the eight sales roles as a very effective basis for coaching their people and thus make sure that the concepts are applied to greater sales success.
Davis is obviously someone who carried a bag in the field. However, unlike many others, he is able to conceptualize his experiences to make them comprehensible to others. The book is definitely not of the category "this is what I did and I see no reason why you should not be successful doing the same." Instead it provides a very good framework for sales organizations wanting to remain successful in this new era, where customers have much more power than salespeople have been used to.