You can increase your sales and enjoy greater customer satisfaction by changing your approach to match your customers' changing perspective throughout the sale. The following summarizes the eight specific roles that match customers' needs at each of the eight buy-learning steps.

Sales Roles that Match Today's Buy-Learning Process:

"To Order the book, click here"

The Student studies the 3C's (customer, competition, change) and approaches high probability prospects. The Doctor diagnoses discontent and uncovers important needs. The Architect designs customer-focused solutions that set the ground rules in your favor. The Coach applies competitive sales strategies and presents a compelling solution. The Therapist understands and resolves the buyer's fears. The Negotiator prepares and applies win/win strategies to reach an agreement. The Teacher sets customer expectations and teaches the customer to achieve maximum value. The Farmer nourishes customer satisfaction in order to grow the account.

     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 salespeople sold slower, customers would buy faster. So, slow down and sell more.

     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.

          "After evaluating many different sales models, our team of training professionals came to unanimous agreement that the Kevin Davis model will best enable our sales force of over 6,000 to establish themselves as the premier sales force in our industry."

Peter H. Toennies

Vice President, Training & Development, IKON Office Solutions, Inc.