Why People Don't Buy Things: Five Proven Steps to Connect with Your Customers and Dramatically Increase Your Sales

Why People Don't Buy Things: Five Proven Steps to Connect with Your Customers and Dramatically Increase Your Sales

Why People Don't Buy Things: Five Proven Steps to Connect with Your Customers and Dramatically Increase Your Sales

Why People Don't Buy Things: Five Proven Steps to Connect with Your Customers and Dramatically Increase Your Sales

Synopsis

Based on twenty-five years of research and practice, and featuring dozens of case examples, Why People Don't Buy Things offers a systematic approach to understanding customers' motivations and tailoring the entire sales strategy to fit the customer's buying profile.

Excerpt


Talk the Talk. Walk the Walk. Tell the Tale.

You can't sing songs if you ain't got nothin' to say. WILLIE NELSON

Why Read This Book?

Remember the last time you lost a sale to a competitor when you clearly had a better product and the right price?

Remember the last time a prime prospect said "Your client list is very impressive. I'd like to think it over and get back to you next week," but never bought anything?

Remember the last time a purchasing manager told you that "You have an excellent product line but we feel satisfied with our current supplier"?

Remember all those times you made the perfect sales presentation but sensed that for some reason your prospects had simply tuned you out?

To most of us, these experiences are worse than losing a legitimate argument, because we know they should have bought from us. Somehow, we just hadn't connected with them. Let's face it, there are times when our price is not the best or our product is . . .

Search by... Author
Show... All Results Primary Sources Peer-reviewed

Oops!

An unknown error has occurred. Please click the button below to reload the page. If the problem persists, please try again in a little while.