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Slow Down, Sell Faster!, 2nd Edition by Kevin DAVIS

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PROLOGUE TO PART II

How to Get Started with the Eight Sales Roles

While it’s important to understand why and how people buy, that’s not enough to automatically help you win more sales. You also need to have a plan that addresses what’s most important to each decision maker at each step of their buying process.

The structure of Part II is patterned after the buy-learning process introduced in Chapter 1, and reproduced in the figure on the next page. There are eight chapters in this section of the book, one for each step of the buy-learning process. The first portion of each chapter describes one step of the customer’s buying process. The second portion describes the matching sales role.

As I described in Chapter 1, the sales roles—student, doctor, ...

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