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Bibliographic Details

Title: Why People Don't Buy Things: Five Five Proven Steps To Connect With Your Customers And Dramatically Improve Your Sales
Publisher: Basic Books
Publication Date: 2000
Language: English
ISBN 10: 073820157X
ISBN 13: 9780738201573
Binding: Soft cover
Condition: very_good

About this title

Synopsis

Selling can be a science as well as an art -- and offering the right product at the right price is just the starting point. While many resources offer tips and techniques for achieving an effective sales style, Washburn and Wallace dig beneath the surface to explore the thought processes potential buyers go through every time they consider making a purchase. Based on years of field-tested research and practice, Why People Don't Buy Things offers a systematic approach to understanding customers' motivations and tailoring the entire sales strategy to fit the customer's buying path. By teaching salespeople how to recognize different buying profiles, this book offers a wealth of strategies and tactics to break out of non-productive patterns, forge new relationships, and turn promising prospects into repeat customers.

About the Author

Harry Washburn and Kim Wallace are Chairman and President, respectively, of Wallace & Washburn, Inc., specializing in sales and marketing research and consulting services. Harry Washburn lives in Cambridge, Massachusetts, and Kim Wallace lives in Wellesley, Massachusetts.

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