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Slow Down, Sell Faster: Understand Your Customer's Buying Process and Maximize Your Sales
The biggest mistake salespeople make in their careers is equating a faster pitch with a faster close. Author Kevin Davis shows readers how to slow down and focus on the customer buying process, so they can identify and quantify customers’ real needs--and adapt their sales pitches accordingly. Slow Down, Sell Faster! does this by introducing a simple yet powerful method for buyer-focused selling that is practical, repeatable, and easily customizable. This buyer-focused approach extends to proposals and presentations, loyalty and retention, and, of course, cultivating more business. Each step in the book corresponds to a role you should adopt to meet customers’ needs at each stage of the buying process. Increasing sales is not just about learning more sales techniques; it’s about understanding the buying process--from your customer’s point of view. Packed with examples from the author's extensive experience and detailed research on customer buying patterns, Slow Down, Sell Faster! offers an alternative to traditional selling that leads to increased sales--and happier customers.
Kevin Davis (Author), Stephen Bowlby (Narrator)
Audiobook
Getting Into Your Customer’s Head: 8 Secret Roles of Selling Your Competitors Don't Know
Evidence Is the Key to Investment Success Odds On: The Making of an Evidence-Based Investor isn’t just another investment advice book. It’s a memoir, a manifesto, and a guide to the way investing should be. Odds On describes author Matt Hall’s role in an ongoing revolution in the investment world: the shift from a traditional sales-driven, active-management model to a model that draws on academic evidence to better serve the real interests of investors. Matt’s story begins with his first exposure to Wall Street, where he becomes disillusioned with the traditional investing model due to its inability to truly help clients. He stumbles into the emerging evidence-based investing world, and learns how to help investors reach their goals through methods that reflect the limits of our abilities to predict which investments will deliver the highest returns. Matt’s unique approach to investing is built on a dual foundation of knowledge and purpose: knowledge gained through evidence-based strategies involving research, data, and logic, and purpose gained by personal reflection on what money and success truly mean. In Odds On, Matt’s storytelling makes financial topics truly relevant and easy to understand, while his investment philosophy offers readers a chance to move beyond decisions based on anxiety and confusion, and manage wealth in ways that lead to greater success and a richer life.
Kevin Davis (Author), Kevin Davis (Narrator)
Audiobook
The Brain Defense: Murder in Manhattan and the Dawn of Neuroscience in America's Courtrooms
Called “the best kind of nonfiction” by Michael Connelly, this riveting new book combines true crime, brain science, and courtroom drama. In 1991, the police were called to East 72nd St. in Manhattan, where a woman's body had fallen from a twelfth-story window. The woman’s husband, Herbert Weinstein, soon confessed to having hit and strangled his wife after an argument, then dropping her body out of their apartment window to make it look like a suicide. The 65-year-old Weinstein, a quiet, unassuming retired advertising executive, had no criminal record, no history of violent behavior—not even a short temper. How, then, to explain this horrific act? Journalist Kevin Davis uses the perplexing story of the Weinstein murder to present a riveting, deeply researched exploration of the intersection of neuroscience and criminal justice. Shortly after Weinstein was arrested, an MRI revealed a cyst the size of an orange on his brain’s frontal lobe, the part of the brain that governs judgment and impulse control. Weinstein’s lawyer seized on that discovery, arguing that the cyst had impaired Weinstein’s judgment and that he should not be held criminally responsible for the murder. It was the first case in the United States in which a judge allowed a scan showing a defendant’s brain activity to be admitted as evidence to support a claim of innocence. The Weinstein case marked the dawn of a new era in America's courtrooms, raising complex and often troubling questions about how we define responsibility and free will, how we view the purpose of punishment, and how strongly we are willing to bring scientific evidence to bear on moral questions. Davis brings to light not only the intricacies of the Weinstein case but also the broader history linking brain injuries and aberrant behavior, from the bizarre stories of Phineas Gage and Charles Whitman, perpetrator of the 1966 Texas Tower massacre, to the role that brain damage may play in violence carried out by football players and troubled veterans of America’s twenty-first century wars. The Weinstein case opened the door for a novel defense that continues to transform the legal system: Criminal lawyers are increasingly turning to neuroscience and introducing the effects of brain injuries—whether caused by trauma or by tumors, cancer, or drug or alcohol abuse—and arguing that such damage should be considered in determining guilt or innocence, the death penalty or years behind bars. As he takes stock of the past, present and future of neuroscience in the courts, Davis offers a powerful account of its potential and its hazards. Thought-provoking and brilliantly crafted, The Brain Defense marries a murder mystery complete with colorful characters and courtroom drama with a sophisticated discussion of how our legal system has changed—and must continue to change—as we broaden our understanding of the human mind.
Kevin Davis (Author), Jim Frangione (Narrator)
Audiobook
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