Why People Don't Buy Things Five Five Proven Steps To Connect With Your Customers And Dramatically Improve Your Sales

by Washburn, Harry; Wallace, Kim

• ISBN13: 9780738201573
• ISBN10: 073820157X
• Format: Paperback
• Copyright: 2000-01-07
• Publisher: Basic Books

Summary

Offers a wealth of practical strategies and tactics to break free of old patterns, forage new relationships, and turn promising prospects into loyal customers. Softcover.

Table of Contents

Acknowledgments	p. ix
Talk the Talk. Walk the Walk. Tell the Tale	p. 1
Rita Buys Her Dream Car	p. 11
Talk the Talk: Language Mirroring Creates Trust and Confidence	p. 19
Walk the Walk: the Dream Buying Path, Why People Don't Buy, and the Five Proven Steps to Success	p. 39
Step 1: Do Something, Anything!	p. 55
Step 2: Breaking the Repeat Cycle	p. 69
Step 3: Teff the Tale the Three Evaluation Buying Profiles	p. 87
The Commander Buying Profile: Heavyweight Arguments	p. 99
The Thinker Buying Profile: Head Trip Arguments	p. 115
The Visualizer Buying Profile: Seeing is Believing	p. 129
Handling Three Profiles at Once	p. 145
Step 4: Where to Access the Product	p. 157
Step 5: Money Time	p. 169
Follow the Path to Success	p. 183
Notes	p. 189
Index	p. 190
Permissions Acknowledgments	p. 197
About the Authors	p. 198
Table of Contents provided by Publisher. All Rights Reserved.