Most salespeople are using a sales process that’s shorter and not integrated with the customer’s eight-step “buy-learning” process. The result is that salespeople go faster than the customer does, getting to the “close” of their process before the customer is ready to buy.
The irony is, if your salespeople sold slower, your customers would buy faster. So, Slow Down and Sell Faster.
The eight roles of selling provide salespeople with a road map for partnering in your customers’ buying process. Salespeople who apply those roles will make more sales, generate more repeat business and become a more important relationship to their customers.