{"product_id":"why-people-dont-buy-things-harry-washburn-9780738201573","title":"Why People Don't Buy Things: Five Five Proven Steps to Connect with Your Customers and Dramatically Improve Your Sales","description":"Selling can be a science as well as an art -- and offering the right product at the right price is just the starting point. While many resources offer tips and techniques for achieving an effective sales style, Washburn and Wallace dig beneath the surface to explore the thought processes potential buyers go through every time they consider making a purchase. Based on years of field-tested research and practice, \u003ci\u003eWhy People Don't Buy Things\u003c\/i\u003e offers a systematic approach to understanding customers' motivations and tailoring the entire sales strategy to fit the customer's buying path. By teaching salespeople how to recognize different buying profiles, this book offers a wealth of strategies and tactics to break out of non-productive patterns, forge new relationships, and turn promising prospects into repeat customers.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAuthor:\u003c\/b\u003e Harry Washburn, Kim Wallace\u003cbr\u003e\u003cb\u003eISBN-10:\u003c\/b\u003e 073820157X\u003cbr\u003e\u003cb\u003eISBN-13:\u003c\/b\u003e 9780738201573\u003cbr\u003e\u003cb\u003ePublisher:\u003c\/b\u003e Basic Books\u003cbr\u003e\u003cb\u003eLanguage:\u003c\/b\u003e English\u003cbr\u003e\u003cb\u003ePublished:\u003c\/b\u003e 01\/07\/2000\u003cbr\u003e\u003cb\u003ePages:\u003c\/b\u003e 208\u003cbr\u003e\u003cb\u003eFormat:\u003c\/b\u003e Paperback\u003cbr\u003e\u003cb\u003eWeight:\u003c\/b\u003e 0.65lbs\u003cbr\u003e\u003cb\u003eSize:\u003c\/b\u003e 9.14h x 6.02w x 0.48d","brand":"Harry Washburn","offers":[{"title":"Paperback","offer_id":45064502509823,"sku":"9780738201573","price":19.99,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0662\/2982\/9887\/files\/img_6161264c-65c7-4462-9587-b845fe21e40e.jpg?v=1712124472","url":"https:\/\/www.whiterainbookhouse.com\/products\/why-people-dont-buy-things-harry-washburn-9780738201573","provider":"WR Book House","version":"1.0","type":"link"}