Kevin Davis - Slow Down, Sell Faster!: Understand Your Customers Buying Process and Maximize Your Sales
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Faster sales pitches wont lead to faster sales. The key to speeding up the sales process is to actually slow down and get in sync with your customers buying process.
The biggest mistake salespeople make in their careers is equating a faster pitch with a faster close. Sales guru Kevin Davis shows you how to slow down and focus on the customer buying process, so they can identify and quantify customers real needsand adapt their sales pitches accordingly.
In Slow Down, Sell Faster!, youll learn how to:
Davis introduces 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, retention, and, of course, cultivating more business.
Packed with examples from the authors extensive experience and detailed research on customer buying patterns, Slow Down, Sell Faster! offers an alternative to traditional selling that leads to increased salesand happier customers.
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Slow Down, Sell Faster!
Salespeople involved in todays 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 of Selling to the C-Suite
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
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. Weve used the flexibility of the program to train the majority of our sales force on this powerful consultative selling methodology. Weve measured outstanding results.
Dan Cooper, Executive VP, Field Operations,
Xerox, Global Imaging Systems
Bulk discounts available. For details visit:
www.harpercollinsleadership.com/bulkquotes
Email: customercare@harpercollins.com
Slow Down, Sell Faster!
2022 Kevin Davis.
All rights reserved. No portion of this book may be reproduced, stored in a retrieval system, or transmitted in any form or by any meanselectronic, mechanical, photocopy, recording, scanning, or otherexcept for brief quotations in critical reviews or articles, without the prior written permission of the publisher.
Published by HarperCollins Leadership, an imprint of HarperCollins Focus LLC.
Any internet addresses, phone numbers, or company or product information printed in this book are offered as a resource and are not intended in any way to be or to imply an endorsement by HarperCollins Leadership, nor does HarperCollins Leadership vouch for the existence, content, or services of these sites, phone numbers, companies, or products beyond the life of this book.
ISBN : 978-0-8144-1686-0 (ebook)
Library of Congress Cataloging-in-Publication Data
Davis, Kevin.
Slow down, sell faster! : understand your customers buying process and maximize your sales / Kevin Davis.
p. cm.
Includes bibliographical references and index.
ISBN -13: 978-0-8144-1685-3
Isbn -10: 0-8144-1685-3
1. Consumer behavior. 2. Selling. 3. Customer relations. I. Title.
HF5415.32.D378 2011
658.8342dc22
2010018024
Information about External Hyperlinks in this ebook
Please note that footnotes in this ebook may contain hyperlinks to external websites as part of bibliographic citations. These hyperlinks have not been activated by the publisher, who cannot verify the accuracy of these links beyond the date of publication.
To my parents, Bea and Clancy Davis,
for their love and guidance;
they always emphasized the importance
of rising to the challenge.
Chapter 12 Coaching for Success: Advice for Sales Managers
(and the People Who Work for Them)
S ales leaders are notoriously impatient. In sales meetings they talk about time-based competition. They quote from the book: Its not the big that eat the small; its the fast that eat the slow. They draw a sketch on the whiteboard explaining the current sales pipeline and asking everybody to accelerate sales. The battle cry in the sales office is speed is your friend. Every sales leader wants fast sales; the trouble is, there arent many fast buyers.
Unfortunately, speed often kills sales opportunities. Ive seen too many salespeople chasing prospects at high speed until they realized they were chasing garbage trucks. If they had done their homework, theyd have learned to identify and go after the money trucks. Sometimes they are chasing so fast that they leave the truck in the dust, far behind.
Prospects take their time and they arent going to speed up their process just because you are in a hurry. In Slow Down, Sell Faster!, Kevin Davis shows how you can speed up your salesget more sales, fasterby slowing down your sales process. He provides a simple model that gives you clues about where your customer is in their buying process, and guidelines on what you can do to move the customer to the next step faster. The book has many memorable analogies that make it an easy and practical read for salespeople and their managers.
With all the talk about relationship-oriented selling, there have been very few books that spell out the how to of creating lasting relationships with customers. Kevin Davis shows the reader that every customer requires a different relationship style depending on what stage of buying he or she is in. The book offers a practical methodology that will give the reader a significant competitive advantage.
Someone once said that selling is like walking the road of agreement with your customer. If you are too fast, youll lose the customer; if you are too slow, the customer will lose you. Selling at the right speed is an art. Its the art of reading your customers and staying in sync at all times with each customers buying process. The right speed is best determined by the customer need. This book will teach you how to match speed and need.
Gerhard Gschwandtner
Founder and Publisher, Selling Power
M uch gratitude to our clients who, for the past twenty years, have entrusted us with the opportunity to work closely with their salespeople and sales managers. Many of the ideas and examples in this book grew out of the opportunities provided to us by our valued clients.
To Sue Reynard, freelance editor par excellence, and my close companion on this book journey for many months. On numerous occasions when I was at a loss for words Sue had the uncanny ability to tell me what I was thinking at the same time she was typing it. Im very grateful for Sues conversational and tell-it-like-it-is writing style.
Many thanks to Dennis Chopko, president of Killing Herb, Inc. and a very successful distributor of our sales training program. Dennis pored over this manuscript, then spent many hours on the phone with me providing detailed comments and constructive suggestions on every chapter. Denniss tireless efforts have made this a much better book.
Many thanks also to Tom Cooke, president of Learning Outsource Group, a talented and successful distributor of Getting Into Your Customers Head since 1998. Tom was an important catalyst for this book project, having badgered me (in a nice way) for the past five years to get started on this project.
Much appreciation to Tom Gundrum for his valuable contributions to TopLine Leadership, and our clients, since 1992.
Thank you to my good friend and European colleague Bill Zeeb, who was also instrumental in helping me to get started on this book project.
My gratitude also to those people who made this book a reality:
To my agent Katie Kotchman at Don Congdon Associates, thanks for your unwavering belief and tireless efforts throughout these many months. Your impeccable integrity and thoughtful guidance is much appreciated.
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