What makes people buy
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What makes people buy by Donald Anderson Laird

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Published by McGraw-Hill book company, inc. in New York, London .
Written in English

Subjects:

  • Salesmen and salesmanship.,
  • Psychology, Applied.

Book details:

Edition Notes

Statementby Donald A. Laird ...
Classifications
LC ClassificationsHF5438 .L27
The Physical Object
Paginationx, 237 p.
Number of Pages237
ID Numbers
Open LibraryOL6328105M
LC Control Number35027079
OCLC/WorldCa992023

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In this book, People Buy You, Jeb really takes that belief and makes it very real as well as practical. His common sense writing approach intermixed with personal stories reinforces that successful selling begins and ends with the authenticity of the individual/5().   Our mentor, Roy Williams, described shoppers as operating in either one of two modes: transactional or relational, a few years ago. At that time some of us loafed around virtually, exchanging emails with friends, trying to complete a list of reasons that motivate people to buy things. (Thank you, Tom G. & Brett F.) More recently, we returned to compiling the list .   It’s enough to get the book over the finish line, the typical author thinks, let the publisher worry about marketing and selling the book. That’s human nature and it . Our monkey brains panic when resources are scant--which makes consumers more likely to buy. "FOMO is real," says Cialdini. "Anything that plays to that fear--ticking clock emojis in an email Author: Kate Rockwood.

Why People Buy provides an original approach to studying and understanding consumers, showing how to identify their goals, wants, dbeliefs, and choices. Discussing these and many other issues from the point of view of the marketing manager seeking to attract new customers, retain old ones, increase business, or convert customers from rivals, O Cited by: Sales reps know that when talking to a potential customer, they should be thinking from the perspective of the buyer’s journey, rather than their own seller’s r, not enough sales reps take it a step further by thinking about the buyer’s journey through the lens of the buyer’s thought process and truth, the buyer psychology of how purchase . It’s usually a quite well researched and of course, an opinionated method. I have an addiction of buying books. You won't believe this but I have more than books in my tiny tiny room. When I the ratio of the amount of illustrations to. People do not buy features, they buy benefits. They buy what your book will do for them. Each decision maker has a unique reason for buying. Know what that is and communicate that benefit to them. Keep this in mind when you are creating your book or convincing people to buy it and you will sell more books, have fewer returns and become more.