Getting into Your Customer's Head: 8 Secret Roles of Selling Your Competitors Don't Know

by Kevin Davis

Book Overview

Describes eight unique selling roles and how and when to use each role, offers in-depth case studies of various selling and deal-making situations and shows how to cope with complex political sales... This description may be from another edition of this product.

• Format: Hardcover
• Language: English
• ISBN: 0812926285
• ISBN13: 9780812926286
• Release Date: April 1996
• Publisher: Times Business
• Length: 320 Pages
• Weight: 1.38 lbs.
• Dimensions: 9.5" x 1.3" x 6.4"

Customer Reviews

Classic which grows in value with time

Davis wrote this classic over a decade ago - - - practical and immediately applicable, years ahead of it's time. Forget selling, this unique approach teaches you to serve as a sherpa for your potential Buyer, guiding them through the logical steps of the buying process. A unique, customer centric approach to selling. Turns the thinking of other "sales" books on its head; this book is about helping people buy! The chapter on the internet is dated as would be expected from a book written in the mid 1990's. Otherwise the crisis message is more timely than ever. Most useful are the selling roles (Student, Doctor, Architect, Coach, etc.) which Kevin has developed in order to help the reader and sales teams to "anchor" the detailed techniques outlined for each step of the Buy-Learning process. Packed with many diverse examples, this book is practical and down to earth for anyone who sells B2B products or services which require an explanation. I have read and studied over a dozen other books on selling the last year, including Rackham's work, Miller-Heiman's work, Sandler, Solution Selling, Power Base Selling, ROI Selling and Stinnet's work. For the time invested, Getting Into Your Customer's Head is the richest read and easiest to apply. Since using Kevin's approach, the sales performance of our team as well our client satisfaction have created new levels of wealth for our clients and salespeople. Get the audio CD and keep it in your car; it minimizes the chances of getting stuck and frustrated in traffic. Any company with a top line growth initiative would benefit from a thorough review of this book. Our firm sure has!

Business Development Coordinator - SPSI

Everybody TALKS about "Putting the customer FIRST", but Getting into Your Customers Head is a blueprint to do it best.Kevin Davis' work is strictly for those who truly strive to attain the level of "Solution Provider" and Business confidant; the highly regarded "Go To" person to whom customers are comfortable in divulging all the intimate details."Getting into your Customers Head" eliminates the "Commission Breathe" that all prospects and customers smell a mile away, and turns them off from the moment you open your mouth. Forget the rest. "Gettting into your customers head" is SPIN Selling, Strategic Selling, Consultive Selling, Visionary Selling and Solution Selling all rolled into one. It's a methodology to operate at the highest level of sales productivity. Better yet, it's easy to read, easy to learn, and easy to use. BUY IT, absorb it, "walk it", "talk it" and "OWN IT", and you'll generate more business than your company can handle.

One of the best sales books in years!

This is one great book! I cannot recommend it enough to anyone involved in long-term or complex sales. It clearly identifies a typical buying process and the role a salesperson must assume at each point in the process. It opened my eyes to distinctions that have me a much more confident and successful sales consultant. This book has far exceeded my expectations... I heartily recommend it!

Superb selling process for serious sales professionals.

Getting Into Your Customer's Head is an excellent compliment to SPIN Selling and Xerox' Buyer Focused Selling. Understanding the buying process from the customer's point of view is critical to a sales rep's pocketbook as we approach the Millennium. The old sales processes are not working in the information age. Kevin Davis does an excellent job identifying the new criteria and psychology of today's customer. This book is a must for serious sales professionals who are committed to excellence

"Heady" Book on Sales a Winner

I've read a few hundred sales books since 1960 and most are the same book with a different approach. This book is one of the few original ones. I had the opportunity to question the author for about an hour at a book signing in Martinez in which only a few people came for the presentation. Mr. Davis has been a star salesperson and he knows what he is talking about. Getting into your Customer's Head is excellent. I am mostly into marketing as I think it is more important to remove the need to have to sell in the first place -- by attracting people who want what you have -- rather than try to sell people who are not the best prospects for your product. However, when you have to sell, this book will help you develop your skills. I think it is the one sales book that marketing people should read this year