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List price: $27.95 (that's 30% off!)
Used price: $13.97
Collectible price: $22.00
Buy one from zShops for: $7.85
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Used price: $12.95
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Used price: $1.22
Collectible price: $4.24
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Used price: $27.10
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List price: $21.95 (that's 30% off!)
Used price: $6.20
Collectible price: $8.00
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Used price: $5.99
Collectible price: $6.97
Buy one from zShops for: $12.98
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It is grounded in excellent theory, yet it presents the information in a simple manner that is easy to understand AND easy to implement.
The book focuses on two areas:
1) Know where your customer is in the buying cycle. a)Is he committed to do something yet, or not. b)Is this a repeat of a prior purchase or not? c)Is he evaluating alternatives? d)From whom will he buy the product or service selected? e)Is the price right?
2) Different personality types buy in different manners. The book describes three types. a)Commander (take-charge, action-oriented leaders) b)Thinker (logical, analyze details, and like knowing the answers), and c) Visualizer (practical, intuitive, see things as they are).
A buyer is interested in certain information at each STAGE in the buying cycle. Additionally, each personality prefers to receive their information in a different manner. By recognizing the buying stage and the personality of the buyer you are trying to persuade, you can choose the most compelling arguments to make every time. This will avoid 90% of the turn-downs other salespeople get when trying to close a sale.
I have read other books classifying personalities into 9 or 16 types. Other authors define 8 or 11 stages of a sale. By using 5 stages in their DREAM sales cycle, and 3 personality types, I think Washburn and Wallace have done salespeople a GREAT service. These categories are well defined, easy to identify, and easily utilized to increase sales with their strategies.
Readers looking for more advanced strategies in these areas can try Kerry Johnson's "Sales Magic" and "Selling the Way Your Customer Buys" by Marvin Sadovsky and Jon Caswell. However, I feel Washburn & Wallace's "Why People Don't Buy Things" has the ideal mix of quality content which works, is easily digested, and implementable. I recommend it wholeheartedly.
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List price: $19.95 (that's 30% off!)
Used price: $7.25
Collectible price: $9.53
Buy one from zShops for: $9.98
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There's much more of the same in these pages, and plenty of recipes--many of them unusual and delightful (Sicilian cooking is ine of the richest and most varied cuisines in the Mediterranean basin). The pages are large, the type is clear, and there's only one recipe to a page. So whether you try the cauliflower recipes--or the cardoons or the meat and seafood dishes--you're in for a treat. Still, the best part of this book is the salty talk of two Sicilian gentlemen--the one who wrote it and the one who inspired it.
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Used price: $1.10
Collectible price: $4.36
Buy one from zShops for: $1.24
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As a mental health provider, I look for a reading escape that is exciting, fun and has enough of a challenge not to waste my time. Donaldson has done it again with IN THE BLOOD, his previous thriller being DO NO HARM. After two books of this type of entertainment, I have already bought my ticket for the next ride.
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Donaldson's careful research into the science involved in the central theme gives him the capability of creating a scenario that is both believable and appalling. His heroine investigates the circumstances intelligently, giving the reader the sense that ordinary mortals can problem-solve and search out the answers to the questions that arise as the book progresses to the resolution of the situation. The science is strong but understandable to the non-scientist who wants to enjoy a thrilling ride through a unique experience in the scientific "underworld". Donaldson doesn't disappoint and leaves us looking forward to his next creation. Those of us who have been fans from the time of his forensic adventures with Andy Broussard and Kit Franklyn are happy to see his even greater success with the medical thriller genre.
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Used price: $34.95
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I don't think I have ever read a book that includes so many different aspects of intrigue and action taking place around the world.
Hope this duo writes another.