An audiobook companion to the Slow Down, Sell Faster! sales training program
Is your sales process in sync with today's decision makers?
For years the focus in sales organizations has been on the selling process. No surprise, therefore, that the single biggest mistake that salespeople make is getting ahead of the buyer. They're ready for a close when the customer isn't even clear about their needs or options. Which leads to - a lost sale!
But tomorrow's sales winners will be those who master today's psychology of buying. Getting into Your Customer's Head: The 8 Roles of Customer-Focused Selling shows salespeople how to approach selling from the buyer's perspective.
Kevin F. Davis has identified eight distinct steps that today's more demanding customers go through when making a decision - the "Buy-Learning Process". He matches buy-learning with eight "Roles of Selling" that enable salespeople to get closer to prospects and customers in ways far superior to the competition. The result: more sales and more repeat business with long-term "client advocates" who'll bring even more business to you.
You'll discover how to master the politics of the complex sale, how to sequence questions in a new and powerful way that eliminates price objections, how to penetrate and grow your key accounts, and how to take the mystery out of why customers don't buy.
©2017 Kevin Davis (P)2017 Kevin Davis