{"id":3147,"date":"2011-05-02T15:22:00","date_gmt":"2011-05-02T23:22:00","guid":{"rendered":"http:\/\/www.regnordman.com\/?p=3147"},"modified":"2011-05-03T11:00:05","modified_gmt":"2011-05-03T19:00:05","slug":"slow-down-sell-faster-understand-your-customers-buying-process-and-maximize-your-sales-kevin-davis","status":"publish","type":"post","link":"https:\/\/www.regnordman.com\/2011\/05\/02\/slow-down-sell-faster-understand-your-customers-buying-process-and-maximize-your-sales-kevin-davis\/","title":{"rendered":"Slow Down, Sell Faster! understand your customer’s buying process and maximize your sales. Kevin Davis."},"content":{"rendered":"
\n
\"SAN<\/a>

Image by Getty Images via @daylife<\/p><\/div>\n<\/div>\n

Slow Down, Sell Faster! Understand your customer’s buying process and maximize your sales. Kevin Davis.2011. ISBN978081441685.\u00a0 I like Amacom<\/a> , they put out great business books.\u00a0 This is a completely revised\/updated edition of Getting Into Your Customers head (1996) which was a good book already.\u00a0 Today’s focus of learning about your clients buying process is combined with spending the time up front to dig for the value your solution brings to the prospect.\u00a0 Your value(price) needs to reflect the value to the customer to solve his particular problem.\u00a0 Davis lays out exactly what a new or mature salesperson needs to do at every stage, as well as giving pragmatic answers to the questions that come up\u00a0 (E.G. “So give me a ballpark cost” – we know this is not a buying signal, rather is a customer asking –\u00a0 is the problem worth solving and for what budget? By using the proper sequence of diagnostic questions, the answer to this one comes from the prospect)<\/p>\n

Really good stats.<\/p>\n