Research Catalog

Title

Slow down, sell faster! : understand your customer's buying process and maximize your sales / Kevin Davis.

Author

Davis, Kevin.

Publication

New York : American Management Association, ©2011.

Items in the Library & Off-site

Details

Description

xxiv, 262 pages : illustrations; 23 cm

Summary

"The biggest mistake salespeople make in their careers is equating a faster pitch with a faster close. Author Kevin Davis shows readers how to slow down and focus on the customer buying process, so they can identify and quantify customers' real needs--and adapt their sales pitches accordingly. Slow Down, Sell Faster! does this by introducing a simple yet powerful method for buyer-focused selling that is practical, repeatable, and easily customizable. This buyer-focused approach 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 customers' needs at each stage of the buying process. Increasing sales is not just about learning more sales techniques; it's about understanding the buying process--from your customer's point of view. Packed with examples from the author's extensive experience and detailed research on customer buying patterns, Slow Down, Sell Faster! offers an alternative to traditional selling that leads to increased sales--and happier customers." --Amazon.com.

Subject

• Consumer behavior
• Selling
• Customer relations
• selling
• Consumer behavior
• Customer relations
• Selling

Note

• 其他题名:Understand your customer's buying process and maximize your sales.

Bibliography (note)

• Includes bibliographical references and index.

Contents

Pt. 1. Understanding buying is where selling should start -- pt. 2. The eight roles of buying-focused selling -- pt. 3. Coaching the eight sales roles.

ISBN

• 9780814416853
• 0814416853

LCCN

2010018024

OCLC

• ocn613992397
• 613992397
• SCSB-1636004

Owning Institutions

Princeton University Library