Our book, our new scientific method of selling, and our live case
history presentation have generated critical acclaim from the business,
academic and media communities alike. Here’s a sampling.
"Selling in the Internet Age requires solid, extensive research ... a matter of life or death. Wallace & Washburn helps you know your customers better than they know themselves." - Harvard Management Update
"It's radical! It's digital! Cutting edge for connecting with customers." - Fast Company's REPORT FROM THE FUTURE
"Wallace & Washburn are the specialists in e-commerce, breaking prospects into three buying profiles which you can always tell based on what they say, word-wise." - The Dartnell Corporation
"Understanding the five decisions people make in your favor before
they will buy what you are selling is the key to unlocking why they do
apparently illogical or unforeseen things when they are in a store,
purchasing goods by mail, over the internet, or face to face in a business
setting." - Boston Globe’s Boston.com
"Why People Don’t Buy Things is lively, lucid, smart and always on target.
I’m impressed." - Ted Levitt, Harvard Business School
"W&W present the science of sales and introduce a new way to
sell." - IBM’s "Beyond Computing" Magazine
"A powerful guide to success. Every sales professional in America
should read their book." - Volney Taylor, Chairman & CEO, The Dun & Bradstreet
Corporation
"Why People Don’t Buy Things is great stuff!" - Brian Tracy,
author, The Psychology of Selling.
"Kim Wallace and Harry Washburn reveal a revolutionary new approach
to selling." - ADWEEK MAGAZINES
"For those who sell, their book is a must read."- Editor, Stern’s Management
Review
"The rules of selling that served generations of Willy Lomans are being
written. The practice of sales techniques need to be re-thought." - MetroWest
Daily News
"An outstanding resource. Answers the question we all ask when a sale
isn’t closed - why not? - Dick Johnson, President, Amway Japan Limited
"Why People Don’t Buy Things picks up where"positioning" leaves off.
Washburn and Wallace take the mystery out of the selling process and offer
an innovative method for converting skeptical consumers into loyal customers.
Required reading for all serious marketers and advertisers. - John C.
Ferries, former President-International, D’Arcy Masius Benton & Bowles
"Refreshingly, the authors neither reinvent the wheel nor claim to
have invented it to begin with. But they do more than rehash sales fashions
of old. Over the last twenty-three years their marketing-research firm has
tested more than 5,000 sales pitches for some of the country’s biggest
companies. With quick explanations of why people didn’t buy bicycle locks,
golf lessons, shower massagers, and many other products and services, they
stimulate new thinking about why people may not be buying yours." - American
Airline’s AMERICAN WAY
"A riveting new approach to selling which evolved from Harvard University.
Their presentation is informative, involving and entertaining. Even our
seasoned pros were fascinated by the case histories and quick quizzes. This
approach will be around for the long haul because it uses proven methods
developed over the years." - Savings Bank Life Insurance
"Their presentation generated the largest attendance in the program’s
history. Insightful and substantive with ideas extensively researchd and
documented in a variety of industries. Members appreciated their thorough
understanding of the subject matter, as well as their enthusiastic
approach." - Boston Chamber Of Commerce
"Why People Don’t Buy Things explains how to recognize three
personality profiles and why each one buys or doesn’t buy for different reasons.
Manages to be both informative and entertaining." - Soundview Executive Book
Summaries
"W&W have developed three dominant buying profiles (Commanders,
Thinkers and Visualizers) and tested it with thousands of research interviews
over 10 years. Gives you a strong indicator of what specific types of sales
arguments will be most persuasive." - Marriott’s Executive Memo
"W&W ratchet up the science of selling to a totally new level. It’s a
sure fire way to improve your bottom line." - William G. Morton, President,
The Boston Stock Exchange
"It’s a convincing approach... with useful sales tools." - Training
Magazine
"Set an attendance record for the club. It had a profound impact on
all in attendance and will change the way many businesses approach their
sales function." - Small Business Associations of New England
"Offers a different twist, focusing on the buyer, not the seller. Helps you
understand why people don’t buy and shows you how to sell to them the way
they want to buy." - Hartford Business Journal
"Harry and his business partner, Kim Wallace, have just written a
book, Why People Don’t Buy Things. Check out the quotes of praise on the
book jacket! Get out to your local bookstore and get a copy." - Harvard Business
School BULLETIN
"Wonderful presentation! High marks ... impressive!" - Newspaper Association of America
"Great ideas. Wonderful big picture of customer types." - Gannett Newspaper Division
"You're great! Your book has been added to our library." - Peter McClure, Chair Marketing Department, University of Massachusetts, Boston."