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- catalog abstract ""In Why People Don't Buy Things, Washburn and Wallace break through the clutter and offer a deceptively simple, but revolutionary, approach to successful selling that turns the process on its head. Drawing from their extensive experience in sales research, marketing research, consulting, and training, as well as from the fields of psychology, neurology, and cognitive science, the authors present a field-tested sequence of steps - what they call the Dream path (Do-Repeat-Evaluate-Access-Money) - that breaks down the buying decision from the customer's point of view. At the heart of this process is the art of learning to "read" your customers - through their language, gestures, and personal environment - to identify buying profiles and tailor your messages for maximum impact. The authors identify the three dominant profiles as Commanders, Thinkers, and Visualizers, and present a wide range of strategies and specific approaches for successfully recognizing, and selling to, these profiles the way they intuitively prefer to buy."--Jacket.".
- catalog contributor b11288625.
- catalog contributor b11288626.
- catalog created "c1999.".
- catalog date "1999".
- catalog date "c1999.".
- catalog dateCopyrighted "c1999.".
- catalog description ""In Why People Don't Buy Things, Washburn and Wallace break through the clutter and offer a deceptively simple, but revolutionary, approach to successful selling that turns the process on its head. Drawing from their extensive experience in sales research, marketing research, consulting, and training, as well as from the fields of psychology, neurology, and cognitive science, the authors present a field-tested sequence of steps - what they call the Dream path (Do-Repeat-Evaluate-Access-Money) - that breaks down the buying decision from the customer's point of view. At the heart of this process is the art of learning to "read" your customers - through their language, gestures, and personal environment - to identify buying profiles and tailor your messages for maximum impact. The authors identify the three dominant profiles as Commanders, Thinkers, and Visualizers, and present a wide range of strategies and specific approaches for successfully recognizing, and selling to, these profiles the way they intuitively prefer to buy."--Jacket.".
- catalog description "Ch. 1. Talk the Talk. Walk the Walk. Tell the Tale -- Ch. 2. Rita Buys Her Dream Car -- Ch. 3. Talk the Talk: Language Mirroring Creates Trust and Confidence -- Ch. 4. Walk the Walk: The DREAM Buying Path, Why People Don't Buy, and the Five Proven Steps to Success -- Ch. 5. Step 1: DO Something, Anything! -- Ch. 6. Step 2: Breaking the REPEAT Cycle -- Ch. 7. Step 3: Tell the Tale -- The Three EVALUATION Buying Profiles -- Ch. 8. The Commander Buying Profile: Heavyweight Arguments -- Ch. 9. The Thinker Buying Profile: Head Trip Arguments -- Ch. 10. The Visualizer Buying Profile: Seeing Is Believing -- Ch. 11. Handling Three Profiles at Once -- Ch. 12. Step 4: Where to ACCESS the Product -- Ch. 13. Step 5: MONEY Time -- Ch. 14. Follow the Path to Success.".
- catalog description "Includes bibliographical references and index.".
- catalog extent "198 p. :".
- catalog identifier "0738200123 :".
- catalog issued "1999".
- catalog issued "c1999.".
- catalog language "eng".
- catalog publisher "Reading, Mass. : Perseus Books,".
- catalog subject "658.85 21".
- catalog subject "HF5438.25 .W2864 1999".
- catalog subject "Selling.".
- catalog tableOfContents "Ch. 1. Talk the Talk. Walk the Walk. Tell the Tale -- Ch. 2. Rita Buys Her Dream Car -- Ch. 3. Talk the Talk: Language Mirroring Creates Trust and Confidence -- Ch. 4. Walk the Walk: The DREAM Buying Path, Why People Don't Buy, and the Five Proven Steps to Success -- Ch. 5. Step 1: DO Something, Anything! -- Ch. 6. Step 2: Breaking the REPEAT Cycle -- Ch. 7. Step 3: Tell the Tale -- The Three EVALUATION Buying Profiles -- Ch. 8. The Commander Buying Profile: Heavyweight Arguments -- Ch. 9. The Thinker Buying Profile: Head Trip Arguments -- Ch. 10. The Visualizer Buying Profile: Seeing Is Believing -- Ch. 11. Handling Three Profiles at Once -- Ch. 12. Step 4: Where to ACCESS the Product -- Ch. 13. Step 5: MONEY Time -- Ch. 14. Follow the Path to Success.".
- catalog title "Why people don't buy things : five proven steps to connect with your customers and dramatically increase your sales / Harry Washburn, Kim Wallace.".
- catalog type "text".