Why People Don't Buy Things

Why People Don't Buy Things

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Захиалгын код: FB2013111701
Хэвлэл: 1 edition
Хэвлэгдсэн он: 2011
ISBN: 978-0738201573
Нүүрний тоо: 208
Формат: Paperback
Хэл: English
Хэмжээ/см/: 22.7 x 15.5 x 1.5
Хүргэлтийн жин: 380 гр
Статус: Зарагдаж дууссан
Үнэ: 25,000₮
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Five Five Proven Steps To Connect With Your Customers And Dramatically Improve Your Sales

Selling can be a science as well as an art, and offering the right product at the right price is only the starting point. The authors explore the thought processes potential buyers go through every time they consider making a purchase. This guide offers a systematic approach to understanding customers' motivations and tailoring the entire sales strategy to fit the customers' buying path. By teaching salespeople how to recognize different buying profiles, this book offers strategies and tactics to break out of non-productive patterns, forge new relationships, and turn promising prospects into repeat customers.

In Why People Don't Buy Things, Harry Washburn and Kim Wallace reveal a powerful new approach for selling products, services, and ideas. Drawing from over twenty years of research and practice on the front lines of sales, marketing, and advertising, the authors focus on the buying process from the customer’s point of view. Using sophisticated analytical techniques that have been field-tested in industries as diverse as entertainment and health care, Washburn and Wallace break down the buying decision step-by-step and show you how to identify the three dominant buying profiles (Commanders, Thinkers, Visualizers), allowing you to tailor the selling process for maximum impact. Illustrating the principles through dozens of colorful case studies, Why People Don’t Buy Things offers a wealth of practical strategies and tactics to break free of old patterns, forge new relationships, and turn promising prospects into loyal customers.

“[A] powerful guide to achieving outstanding sales success in today’s fast moving, competitive world. Every sales professional in America should read this book.” Volney Taylor, Chairman & CEO, The Dun & Bradstreet Corporation

“Picks up where ‘positioning’ leaves off.... Required reading for all serious marketers and advertisers.” John C. Ferries, former President-International, D’Arcy Masius Benton & Bowles

"Why People Don’t Buy Things is great stuff!” Brian Tracy, author of The Psychology of Selling and Advanced Selling Strategies

Harry Washburn and Kim Wallace are the co-founders of Wallace & Washburn, Inc., a Boston-based firm which has specialized in sales and marketing research, consulting, and training services for over twenty years. Harry Washburn lives in Cambridge, Massachusetts, where he also teaches at Harvard University’s Extension School. Kim Wallace lives in Wellesley, Massachusetts, and also teaches at Radcliffe Seminars.

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