000			01881cam a2200385 i 4500
001			000581477
003			OCoLC
005			20240105151426.0
008			130320r20131999nyua rb 001 0 eng d
010			_a 99068752
020			_a073820157X (pbk.)
020			_a9780738201573 (pbk.)
035			_a383325
040			_aPSV _bspa _erda _cPSV _dUIASF
050		4	_aHF 5438.25 _bW2864.2013
100	1		_aWashburn, Harry _eautor
245	1	0	_aWhy people don't buy things : _bfive proven steps to connect with your customers and dramatically increase your sales / _cHarry Washburn, Kim Wallace.
260			_aNew York : _bBasic Books, _c[2013], 1999.
300			_a198 páginas : _bilustraciones ; _c23 cm.
336			_atexto _2rdacontent
337			_asin medio _2rdamedia
338			_avolumen _2rdacarrier
500			_a"Made in the USA, San Bernardino, CA, 15 February 2013"-- colofón.
504			_aIncluye referencias bibliográficas e índice.
505	0		_aTalk 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.
650		0	_aSelling.
650		4	_aVentas
700	1		_aWallace, Kim _q(P. Kimball) _eautor
700	1		_aSánchez Mejías, Ignacio _eautor
905			_a01
942			_cNEWBFXC1
999			_c549596 _d549596
980			_851 _gRonald RUIZ