Why People Don't Buy Things

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View books by Harry Washburn, Kim Wallace.

Money well spent - Rated
Although the title is more an eye catcher than applicable to the content, the book gives a very good understanding of the different persons you may face during your sales presentation and how you should react to them in order to maximize the effect. Real life examples and a good construction makes this book fun to read. Money well spent.

Excellent book on buying motivations - Rated
This is a fantastic book about buying motivations and I have already made my money back (70 times over) on the knowledge contained inside. The style is easy to digest and the ideas although seemingly simple are very powerful. If you are looking to increase your sales or effectiveness of your advertising this is definitely worth the time it takes to read.

It's a no-brainer read for anyone involved in selling. - Rated
This book simplifies the entire selling process. If you pick up the book at any store and just glance through it and then feel compelled to buy it, then you have already been sold on the the theories outined for successful selling in the book. The methodology described has already worked on you!

This book is not your run of the mill "How to be a successful salesperson" literature. It's easy to read, funny at times, and very enlightening. Whether you are trying to get your business off the ground or are already a accomplished salesperson, this book is for you.

For those who sell, this book is a must-read! - Rated
The authors lay out a "DREAM" buying path (do something or nothing; repeat or not repeat; evaluate a new choice; access where to buy; and money...agreement that the price is in an acceptable range. They show how this process is applied, customizing your sales approach to the profile of the customer. Based on extensive interviews, the authors have identified three dominant buying profiles; these are explored in detail. This is a thoughtful presentation of an approach to sales that breaks down the buying decision from the customer's point of view. The keys are the ability to read the customer, determine the appropriate buying profile, and customize the message accordingly. An informative and intuitively appealing approach, that has the added allure of being well tested in the field. For those who sell, this book is a must-read!

Excellent book. Highly recommended. - Rated
This book is terrific. I have read many books on improving sales, the sales process and how to close sales. This one is the best by far. It's filled with practical information that you can apply immediately. It takes you through a step by step understanding of why people do and do not buy. It's helped me improve my sales closing rate. I highly recommend it to anyone in sales or marketing.