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Getting Into Your Customer's Head (Review and Analysis of Davis' Book)
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The must-read summary of Kevin Davis' book: "Getting Into Your Customer's Head: 8 Secret Roles of Selling Your Competitors Don’t Know".
This complete summary of the ideas from Kevin Davis' book "Getting Into Your Customer's Head" explains that most sales today are made through a four-stage buy-learning process: 1. Prospective customers become aware of a need for something 2. They study all the options available to meet that need, and the cost of each option 3. They make a buying decision and 4. They evaluate whether or not they are receiving value-for-money on an ongoing basis. To be most effective, the sales process requires the sales person to adopt different roles at different times, depending on which stage of the buy-learning process the person is at. The various sales roles provide suggested modes of action that will be appropriate for each of those given situations. Customer-focused selling requires sellers to go through an entire sequence of customer-focused selling roles: student, doctor, architect, coach, therapist, negotiator, teacher and farmer. Each of these distinctive roles are designed to match productive sales techniques with the buyer’s behavior and requirements throughout the overall sales sequence.
Added-value of this summary:
• Save time
• Understand key concepts
• Increase your business knowledge
To learn more, read "Getting Into Your Customer's Head" and discover a useful and practical guide for salespeople willing to succeed in today’s marketplace.
This complete summary of the ideas from Kevin Davis' book "Getting Into Your Customer's Head" explains that most sales today are made through a four-stage buy-learning process: 1. Prospective customers become aware of a need for something 2. They study all the options available to meet that need, and the cost of each option 3. They make a buying decision and 4. They evaluate whether or not they are receiving value-for-money on an ongoing basis. To be most effective, the sales process requires the sales person to adopt different roles at different times, depending on which stage of the buy-learning process the person is at. The various sales roles provide suggested modes of action that will be appropriate for each of those given situations. Customer-focused selling requires sellers to go through an entire sequence of customer-focused selling roles: student, doctor, architect, coach, therapist, negotiator, teacher and farmer. Each of these distinctive roles are designed to match productive sales techniques with the buyer’s behavior and requirements throughout the overall sales sequence.
Added-value of this summary:
• Save time
• Understand key concepts
• Increase your business knowledge
To learn more, read "Getting Into Your Customer's Head" and discover a useful and practical guide for salespeople willing to succeed in today’s marketplace.
LanguageEnglish
PublisherBusiness Book Summaries
Release dateFeb 15, 2013
ISBN9782806243287
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Getting Into Your Customer's Head (Review and Analysis of Davis' Book) - BusinessNews Publishing
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Book Presentation
Getting Into Your Customer’s Head
by Kevin Davis
Book Abstract
Important Note About This Ebook
Summary of Getting Into Your Customer’s Head (Kevin Davis)
SALES ROLE #1 – THE STUDENT
SALES ROLE #2 – THE DOCTOR
SALES ROLE #3 – THE ARCHITECT
SALES ROLE #4 – THE COACH
SALES ROLE #5 – THE THERAPIST
SALES ROLE #6 – THE NEGOTIATOR
SALES ROLE # 7 – THE TEACHER
SALES ROLE #8 – THE FARMER
Book Presentation
Getting Into Your Customer’s Head
by Kevin Davis
Book Abstract
MAIN IDEA
Most sales today are made through a four stage buy – learning process:
Prospective customers become aware of a a need for something.
They study all the options available to meet that need, and the cost of each option.
They make a buying decision – committing to purchase the best value-for-money deal they can afford.
They evaluate whether or not they are receiving value-for-money on an ongoing basis.
To be most effective, the sales process requires the sales person to adopt different roles at different times, depending on which stage of the buy-learning process the person is at. An action that is appropriate and productive at one stage of the buy-learning process may be entirely counter productive at another time. The various sales roles provide suggested modes of action that will be appropriate for each of those given situations.
The challenge is to move buyers through the buy-learning process effectively and efficiently. This is encompassed within a customer-focused selling approach, in which every value proposition, every step of the process and every action taken is viewed from the customer’s frame of reference – through the customer’s eyes. Customer focused selling requires sellers to go through an
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