Why People Don't Buy Things by Harry Washburn

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Why People Don't Buy Things by Harry Washburn

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Summary

This guide offers a systematic approach to understanding customers' motivations and tailoring 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.

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Why People Don't Buy Things by Harry Washburn

A field-tested guide to increasing sales by selling the way the customer wants to buy.. Selling can be a science as well as an artand 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 Dont Buy Things 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 a wealth of strategies and tactics to break out of non-productive patterns, forge new relationships, and turn promising prospects into repeat customers.
SKU Unavailable
ISBN 13 9780738200125
ISBN 10 0738200123
Title Why People Don't Buy Things
Author Harry Washburn
Condition Unavailable
Binding type Hardback
Publisher INGRAM PUBLISHER SERVICES US
Year published 1998-11-24
Number of pages 208
Cover note Book picture is for illustrative purposes only, actual binding, cover or edition may vary.
Note Unavailable