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.Table of contents
- Cover Page
- Title Page
- Copyright Page
- Dedication1
- Contents
- Foreword
- Acknowledgments
- Introduction
- PART I Understanding Buying Is Where Selling Should Start
-
PART II THE EIGHT ROLES OF BUYING-FOCUSED SELLING
- Prologue to Part II How to Get Started with the Eight Sales Roles
-
Chapter 4 The Student: Use Knowledge to Gain an Edge
- Study Your Customer
- Customer Step 1: Change
- How a Student Gains a Deeper Understanding of Your Customer’s Business
- Know Three Things About Each Customer That Other Salespeople Won’t Know
- Understanding the Company’s Decision-Making Hierarchy
- Put Your Knowledge to Work
- Milestone #1: Getting More First Appointments
-
Chapter 5 The Doctor: Diagnose Small Problems, Define Big Needs
- Uncovering Needs to Establish the Value of Your Solution
- Customer Step 2: Discontent
- Types of “Patients” You Will Meet
- How the Doctor Intensifies the Prospect’s Need for Change
- The Five Steps of Diagnosis
- Handling the “Ballpark Price” Questions
- Identify then Intensify Discontent
- Milestone #2: Accelerating Momentum with a Memo of Understanding (MOU)
-
Chapter 6 The Architect: Design Customer-Focused Solutions
- Orienting on the Buying Process
- Customer Step 3: Research
- The Customer’s Process for Developing a Solution
- Understanding Customer Buying Criteria
- The Dynamics of Customer Buying Criteria
- How an Architect Designs Unique Solutions
- Identify Your Differentiators (Do a Market Assessment)
- The Architect’s Toolkit: How to Understand and Influence Buying Criteria
- Creating a Better Match Between Criteria and Capabilities
- Create a Unique Solution to Match Customer Needs
- Chapter 7 The Coach: Make a Plan to Defeat the Competition
- Chapter 8 The Therapist: Understand and Resolve a Buyer’s Fears
- Chapter 9 The Negotiator: Reaching a Mutual Commitment
- Chapter 10 The Teacher: Teach Customers to Achieve Maximum Value
-
Chapter 11 The Farmer: Cultivate Customer Satisfaction and Loyalty
- The Key to Customer Satisfaction
- Customer Step 8: Satisfaction
- How a Farmer Cultivates Customer Loyalty
- Four Keys to Sales Farming
- The Three Levels of Customer Relationships
- When and How to Develop a Strategic Partnership
- Getting More Referrals and Testimonials
- Your Final Role: Chief Satisfaction Officer
- Epilogue to Part II
- PART III COACHING THE EIGHT SALES ROLES
- Endnotes
- Index
- About the Author
Product information
- Title: Slow Down, Sell Faster!, 2nd Edition
- Author(s):
- Release date: January 2011
- Publisher(s): AMACOM
- ISBN: 9780814416860
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