Wednesday, March 14, 2012  Get a View From the Customer to Close
Sales Faster  All the experts these days are talking about the
increasing need for customer focus and maximizing sales.
Typically entrepreneurs and even professional sales people think
this means more emphasis on the customer selling process, when
in fact it really means spending more time understanding the
customer buying process (view from the customer).  According to
Kevin Davis, as outlined in a recent book “Slow Down, Sell
Faster!” and a related article, the single biggest mistake
people make is that they try to close the sale too fast. They
arrive at the end of their "pitch" just as the customer is
beginning to recognize they have a need! They leave the scene
just as the prospective customer begins shopping around for a
solution by looking at the competition. Not good.  Assuming you
are serious about competing with big companies for customers,
and realize that a fast sales pitch doesn’t mean more sales,
here are some tips from Kevin that e