Why People Don't Buy Things Five Five Proven Steps to Connect with Your Customers and Dramatically Improve Your Sales

ISBN-10: 073820157X

ISBN-13: 9780738201573

Edition: 1999

Authors: Harry Washburn, Kim Wallace

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Book details

List price: $17.99
Copyright year: 1999
Publisher: Basic Books
Publication date: 1/7/2000
Binding: Paperback
Pages: 208
Size: 6.25" wide x 9.50" long x 0.75" tall
Weight: 0.660

Talk the Talk. Walk the Walk. Tell the Tale
Rita Buys Her Dream Car
Talk the Talk: Language Mirroring Creates Trust and Confidence
Walk the Walk: the Dream Buying Path, Why People Don't Buy, and the Five Proven Steps to Success
Step 1: Do Something, Anything!
Step 2: Breaking the Repeat Cycle
Step 3: Teff the Tale the Three Evaluation Buying Profiles
The Commander Buying Profile: Heavyweight Arguments
The Thinker Buying Profile: Head Trip Arguments
The Visualizer Buying Profile: Seeing is Believing
Handling Three Profiles at Once
Step 4: Where to Access the Product
Step 5: Money Time
Follow the Path to Success
Permissions Acknowledgments
About the Authors
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