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

Name: Why People Don't Buy Things Five Five Proven Steps to Connect with Your Customers and Dramatically Improve Your Sales
Price: 6.75 USD
Availability: InStock
ISBN: 9780738201573

ISBN-10: 073820157X

ISBN-13: 9780738201573

Edition: 1999

Authors: Harry Washburn, Kim Wallace

List price: $19.99

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Book details

List price: $19.99
Copyright year: 1999
Publisher: Basic Books
Publication date: 1/7/2000
Binding: Paperback
Pages: 208
Size: 6.00" wide x 9.00" long x 0.44" tall
Weight: 0.660
Language: English



Acknowledgments



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


Notes


Index


Permissions Acknowledgments


About the Authors