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

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ISBN: 9780738201573 | 073820157X
Cover: Paperback
Copyright: 1/7/2000

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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.

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

Summary

Table of Contents

Supplemental Materials