Slow Down, Sell Faster!: Understand Your Customer's Buying Process and Maximize Your Sales

3,95 valoración promedio
( 21 valoraciones por Goodreads )
 
9780814416853: Slow Down, Sell Faster!: Understand Your Customer's Buying Process and Maximize Your Sales

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.

"Sinopsis" puede pertenecer a otra edición de este libro.

From the Back Cover:

“This is a great book, a breakthrough in modern selling! Kevin shows you how to make more sales, easier, and with greater certainty than ever before.” — Brian Tracy, author of The Psychology of Selling

“The Chally Group Worldwide has interviewed over 80,000 business-to-business customers and found they are most loyal to salespeople who understand their buying needs and buying processes. Slow Down, Sell Faster! shows you how to become one of those salespeople —a world-class sales professional.” — Howard Stevens, Chairman and CEO, The Chally Group, Worldwide

Faster sales pitches won’t lead to faster sales. The key to speeding up the sales process is to actually slow down and get in sync with your customer’s buying process.

Customers don’t care about your selling process. They’re moving through their own buying process, a set of predictable steps that doesn’t match how most salespeople sell. With the highly effective techniques in Slow Down, Sell Faster!, you’ll learn how to help your customers through each step of their buying process faster, and with the odds shifted in your favor.

Sales guru Kevin Davis has taught thousands of salespeople at a veritable “who’s who” of Fortune 500 companies. His eight-step method unleashes the power of slowing down each sales conversation, asking more questions, identifying needs, and supplying solutions—in the right sequence, with the right approaches. It’s an especially effective formula for high-stakes sales involving multiple decision-makers that delivers big rewards. You’ll learn how to:

· match your sales behaviors to your customers’ needs at every step of the buying process · get more appointments—especially at the C-level—by using a problem-focused approach · combat your most lethal competitor: customer complacency · use probing questions to diagnose small problems that can point to bigger needs · master the complicated politics of complex sales · overcome common selling dilemmas, such as customers who go silent at the eleventh hour · and more.

You already know how to sell. It’s time to learn how people buy—to slow down so you can sell faster!

“As the provider of choice for our customers’ business technology needs it is imperative that we have a sales process focused on the customer buying cycle. Years ago, we selected Kevin Davis’ sales model. We’ve used the flexibility of the program to train the majority of our sales force on this powerful consultative selling methodology. We’ve measured outstanding results.” - Dan Cooper, Executive VP, Field Operations, Xerox, Global Imaging Systems

“The need to be more buyer-focused is clear to most all Chief Sales Officers; how to do it is not. In Slow Down, Sell Faster! Kevin Davis offers a concise roadmap for how to stop paying lip service to this concept and make it a reality for sales reps and their managers.” - Jim Dickie, Managing Partner, CSO Insights

“Salespeople involved in today's high value, complex sale will find that Kevin Davis' book provides exactly what they need to know to close the deal. This book provides solid, practical advice that professional salespeople can immediately use and apply.” - Stephen J. Bistritz, Ed.D., President and Founder, SellXL.com; Co-author, Selling to the C-Suite

Kevin Davis is president of TopLine Leadership, Inc., a leading sales and sales management training company serving clients from diverse sectors. He has 30+ years of experience as a salesperson, sales mana­ger, sales trainer, and consultant. His 1996 book, Getting into Your Customer’s Head, helped redefine how salespeople approach selling. Contact Kevin at www.toplineleadership.com

About the Author:

KEVIN DAVIS is president of TopLine Leadership, a sales and sales management training company that serves clients from diverse sectors. Kevin has 30+ years of experience as a salesperson, sales manager, sales trainer and consultant, and brings the experience of the real world to his books. 

Kevin's first book was "Getting Into Your Customer's Head" which was named one of the Top 30 Business Books of the year by Soundview Executive Book Summaries. 

Kevin's 2nd book is "Slow Down, Sell Faster!: Understand Your Customer's Buying Process & Maximize Your Sales," an 8-step consultative method for matching how you sell with each step of the buying process. 
  
Kevin's 3rd book is "The Sales Manager's Guide to Greatness: Ten Essential Strategies for Leading Your Team to the Top" which describes methods for everything from leading, coaching, and managingpriorities, to hiring, forecasting, and driving rep accountability.

"Sobre este título" puede pertenecer a otra edición de este libro.

Los mejores resultados en AbeBooks

1.

Davis, Kevin
Editorial: AMACOM
ISBN 10: 0814416853 ISBN 13: 9780814416853
Nuevos PAPERBACK Cantidad: 4
Librería
K&H Entertainment
(Ronkonkoma, NY, Estados Unidos de America)
Valoración
[?]

Descripción AMACOM. PAPERBACK. Estado de conservación: New. 0814416853. Nº de ref. de la librería Z0814416853ZN

Más información sobre esta librería | Hacer una pregunta a la librería

Comprar nuevo
EUR 6,17
Convertir moneda

Añadir al carrito

Gastos de envío: EUR 3,42
A Estados Unidos de America
Destinos, gastos y plazos de envío

2.

Davis, Kevin
ISBN 10: 0814416853 ISBN 13: 9780814416853
Nuevos Cantidad: 2
Librería
Paperbackshop-US
(Wood Dale, IL, Estados Unidos de America)
Valoración
[?]

Descripción 2011. PAP. Estado de conservación: New. New Book. Shipped from US within 10 to 14 business days. Established seller since 2000. Nº de ref. de la librería KS-9780814416853

Más información sobre esta librería | Hacer una pregunta a la librería

Comprar nuevo
EUR 9,35
Convertir moneda

Añadir al carrito

Gastos de envío: EUR 3,42
A Estados Unidos de America
Destinos, gastos y plazos de envío

3.

Davis, Kevin
ISBN 10: 0814416853 ISBN 13: 9780814416853
Nuevos Cantidad: 12
Librería
Pbshop
(Wood Dale, IL, Estados Unidos de America)
Valoración
[?]

Descripción 2011. PAP. Estado de conservación: New. New Book.Shipped from US within 10 to 14 business days. Established seller since 2000. Nº de ref. de la librería IB-9780814416853

Más información sobre esta librería | Hacer una pregunta a la librería

Comprar nuevo
EUR 9,47
Convertir moneda

Añadir al carrito

Gastos de envío: EUR 3,42
A Estados Unidos de America
Destinos, gastos y plazos de envío

4.

Davis, Kevin
ISBN 10: 0814416853 ISBN 13: 9780814416853
Nuevos Paperback Cantidad: 12
Librería
BargainBookStores
(Grand Rapids, MI, Estados Unidos de America)
Valoración
[?]

Descripción Paperback. Estado de conservación: New. Nº de ref. de la librería 1544646

Más información sobre esta librería | Hacer una pregunta a la librería

Comprar nuevo
EUR 10,39
Convertir moneda

Añadir al carrito

Gastos de envío: EUR 3,42
A Estados Unidos de America
Destinos, gastos y plazos de envío

5.

Kevin Davis
Editorial: Amacom, United States (2011)
ISBN 10: 0814416853 ISBN 13: 9780814416853
Nuevos Paperback Cantidad: 1
Librería
The Book Depository US
(London, Reino Unido)
Valoración
[?]

Descripción Amacom, United States, 2011. Paperback. Estado de conservación: New. 2nd Revised edition. Language: English . Brand New Book. 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 power ful eightstep 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. Nº de ref. de la librería AAS9780814416853

Más información sobre esta librería | Hacer una pregunta a la librería

Comprar nuevo
EUR 13,97
Convertir moneda

Añadir al carrito

Gastos de envío: GRATIS
De Reino Unido a Estados Unidos de America
Destinos, gastos y plazos de envío

6.

Kevin Davis
Editorial: Amacom, United States (2011)
ISBN 10: 0814416853 ISBN 13: 9780814416853
Nuevos Paperback Cantidad: 1
Librería
The Book Depository
(London, Reino Unido)
Valoración
[?]

Descripción Amacom, United States, 2011. Paperback. Estado de conservación: New. 2nd Revised edition. Language: English . Brand New Book. 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 power ful eightstep 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. Nº de ref. de la librería AAS9780814416853

Más información sobre esta librería | Hacer una pregunta a la librería

Comprar nuevo
EUR 14,02
Convertir moneda

Añadir al carrito

Gastos de envío: GRATIS
De Reino Unido a Estados Unidos de America
Destinos, gastos y plazos de envío

7.

Kevin Davis
ISBN 10: 0814416853 ISBN 13: 9780814416853
Nuevos Paperback Cantidad: 1
Librería
READERS PRIDE
(PLANO, TX, Estados Unidos de America)
Valoración
[?]

Descripción Paperback. Estado de conservación: BRAND NEW. NEW Book in Mint Condition -- Great DEAL !! Fast Shipping -- Friendly Customer Service -- Buy with Confidence!. Nº de ref. de la librería RP0814416853BN

Más información sobre esta librería | Hacer una pregunta a la librería

Comprar nuevo
EUR 11,14
Convertir moneda

Añadir al carrito

Gastos de envío: EUR 3,39
A Estados Unidos de America
Destinos, gastos y plazos de envío

8.

Davis, Kevin
Editorial: AMACOM (2011)
ISBN 10: 0814416853 ISBN 13: 9780814416853
Nuevos Paperback Cantidad: 2
Librería
Murray Media
(North Miami Beach, FL, Estados Unidos de America)
Valoración
[?]

Descripción AMACOM, 2011. Paperback. Estado de conservación: New. Nº de ref. de la librería 0814416853

Más información sobre esta librería | Hacer una pregunta a la librería

Comprar nuevo
EUR 12,46
Convertir moneda

Añadir al carrito

Gastos de envío: EUR 2,56
A Estados Unidos de America
Destinos, gastos y plazos de envío

9.

Davis, Kevin
Editorial: AMACOM
ISBN 10: 0814416853 ISBN 13: 9780814416853
Nuevos PAPERBACK Cantidad: 3
Librería
Lakeside Books
(Benton Harbor, MI, Estados Unidos de America)
Valoración
[?]

Descripción AMACOM. PAPERBACK. Estado de conservación: New. 0814416853 BRAND NEW, GIFT QUALITY! NOT OVERSTOCKS OR MARKED UP REMAINDERS! DIRECT FROM THE PUBLISHER!|1. Nº de ref. de la librería OTF-Y-9780814416853

Más información sobre esta librería | Hacer una pregunta a la librería

Comprar nuevo
EUR 11,82
Convertir moneda

Añadir al carrito

Gastos de envío: EUR 3,42
A Estados Unidos de America
Destinos, gastos y plazos de envío

10.

Davis, Kevin
Editorial: AMACOM
ISBN 10: 0814416853 ISBN 13: 9780814416853
Nuevos PAPERBACK Cantidad: 1
Librería
Qwestbooks COM LLC
(Bensalem, PA, Estados Unidos de America)
Valoración
[?]

Descripción AMACOM. PAPERBACK. Estado de conservación: New. 0814416853. Nº de ref. de la librería Z0814416853ZN

Más información sobre esta librería | Hacer una pregunta a la librería

Comprar nuevo
EUR 15,31
Convertir moneda

Añadir al carrito

Gastos de envío: GRATIS
A Estados Unidos de America
Destinos, gastos y plazos de envío

Existen otras copia(s) de este libro

Ver todos los resultados de su búsqueda