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Why people don't buy things : five proven steps to connect with your customers and dramatically increase your sales / Harry Washburn, Kim Wallace.

Por: Colaborador(es): Tipo de material: TextoTextoDetalles de publicación: New York : Basic Books, [2013], 1999.Descripción: 198 páginas : ilustraciones ; 23 cmTipo de contenido:
  • texto
Tipo de medio:
  • sin medio
Tipo de soporte:
  • volumen
ISBN:
  • 073820157X (pbk.)
  • 9780738201573 (pbk.)
Tema(s): Clasificación LoC:
  • HF 5438.25 W2864.2013
Contenidos:
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.
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Existencias
Tipo de ítem Biblioteca actual Colección Signatura topográfica Copia número Estado Fecha de vencimiento Código de barras
Libros Biblioteca Francisco Xavier Clavigero Acervo Acervo General HF 5438.25 W2864.2013 (Navegar estantería(Abre debajo)) ej. 1 Prestado 2021-11-08 UIA102475

"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.