Getting into Your Customer's Head: The Eight Roles of Customer-Focused Selling

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Summary: Business Development Coordinator - SPSI
Review: 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.

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Summary: Superb selling process for serious sales professionals.
Review: 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

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Summary: Drop all the other sales method books, NOW.
Review: I wish I had read this sooner! No more sales cycle for me

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Summary: "Heady" Book on Sales a Winner
Review: 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

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Summary: An ABSOLUTE "Must Have" book!!!!!!
Review: Mr. Davis thoroughly outlines the key roles that all sales professionals should play daily. This book captures the very basic principles of buyer behavior at all stages of the buying process. Through "real life" examples in a variety of industries, Getting Into Your Customer's Head pinpoints the contemporary way to sell and to keep the customer.