If you slow down, how do you end up selling faster?

"Slow Down, Sell Faster" Author Kevin Davis Interview

“Prospects take their time and they aren’t going to speed up their process just because you are in a hurry.   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.”

Gerhard Gschwandtner

Founder and Publisher, Selling Power

While with a Fortune 500 corporation, I was one of the Guinea Pigs sent down to Houston to test the course as a senior member of their sales force.  That was my first introduction, if you want to call it that, to Kevin Davis.  Although, I was doing fairly well, this process transformed my relationships with buyers.  I was no long “selling”.  I became invested in customers’ success, instead looking upon business relationships as a way to understand where the customer was at.  Instead of slowing me down, it catapulted me higher.   

 Years later, while doing sales training of my own, I was tracking down copies and wrote Kevin to find out where I could find copies.  He was helpful, we got to corresponding and talking.  The next thing I knew, this mentor was asking me my opinions, how the methodology was being applied … and there I was “Jeannette Jones” in “Slow Down, Sell Faster” …. replaying obstacles, reliving sales scenarios, trying more new things!  

LEADER OR DICTATOR? Positive or Negative Signs That Indicate Who You Are

“More gold has been mined from the thoughts of men than has been taken from the earth.”

 ~Napoleon Hill

POSITIVE SIGNS you are a LEADER:

1. PRESENT:  You are always available. You are attentive, listen, clarify, and offer feedback.  Observant.
2. PURPOSE:  You are self-aware, understand who or what you are responsible for.  You have goals and monitor them. Motivated.
3. COMMUNICATE:  You tell people they matter, you’re in it together, together anything is possible by creating dialogue that is collaborative.  Connect.

Making a list? Checking it twice? Send a Holiday Greeting for the Naughty and Nice

Salesman: This computer will cut your workload by 50%.

Office Manager: That's great, I'll take two of them.

Around this time, we start thinking about getting our greeting card list assembled, getting ahold of a printer, and all those fine time consuming tasks that in the world of automation, means you have to “do it yourself”.   I liked the automation of "Send Out Cards" so much that I did sign up for distributorship because it is a total turnkey solution (including card, stamps, mailing).    I was skeptical so I sent one to myself initially.    Even if you don’t follow the “Christmas” tradition, many cultures and religions still engage the time to send personalized greetings to acknowledge the time that others celebrate.