A01=Harry Washburn
A01=Kim Wallace
Author_Harry Washburn
Author_Kim Wallace
Category=KJS
eq_bestseller
eq_business-finance-law
eq_isMigrated=1
eq_nobargain
eq_non-fiction
Product details
- ISBN 9780738201573
- Dimensions: 152 x 229mm
- Publication Date: 07 Jan 2000
- Publisher: INGRAM PUBLISHER SERVICES US
- Publication City/Country: US
- Product Form: Paperback
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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.
