WHY PEOPLE DON'T BUY THINGS WASHBURN H., WALLACE K. Księgarnia

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.

Customer Reviews

Although the title is more an eye catcher than applicable to the content, the book gives a very good understanding of the different persons you may face during your sales presentation and how you should react to them in order to maximize the effect. Real life examples and a good construction makes this book fun to read. Money well spent.

This is a fantastic book about buying motivations and I have already made my money back (70 times over) on the knowledge contained inside. The style is easy to digest and the ideas although seemingly simple are very powerful. If you are looking to increase your sales or effectiveness of your advertising this is definitely worth the time it takes to read.

Paperback
198 pages

Po otrzymaniu zamówienia poinformujemy,
czy wybrany tytuł polskojęzyczny lub anglojęzyczny jest aktualnie na półce księgarni.