TY  - BOOK
AU  - Washburn,Harry
AU  - Wallace,Kim
AU  - Sánchez Mejías,Ignacio
TI  - Why people don't buy things: five proven steps to connect with your customers and dramatically increase your sales 
SN  - 073820157X (pbk.)
AV  - HF 5438.25 W2864.2013
PY  - 2013///], 1999
CY  - New York
PB  - Basic Books
KW  - Selling
KW  - Ventas
N1  - "Made in the USA, San Bernardino, CA, 15 February 2013"-- colofón; Incluye referencias bibliográficas e índice; Talk the talk. Walk the walk. Tell the tale -- Rita buys her dream car -- Talk the talk: language mirroring creates trust and confidence -- Walk the walk: the DREAM buying path, why people don't buy, and the five proven steps to success -- Step 1: DO something, anything! -- Step 2: breaking the REPEAT cycle -- Step 3: tell the tale -- the three EVALUATION buying profiles -- The commander buying profile: heavyweight arguments -- The thinker buying profile: head trip arguments -- The visualizer buying profile: seeing is believing -- Handling three profiles at once -- Step 4: where to ACCESS the product -- Step 5: MONEY time -- Follow the path to success
ER  -