The Mind of the Buyer

CONTENTS

INT ROD U CT IO N

CH APTER

I TH E S TR EAM o r T HOU GH T IN T HE S ALE

S TA G E ON E—A T T E NTI O N

I I IM POR TANT FA CTOR S IN AT TR AC TI NG A TTEN

TIO N

III T HE INF LU EN CE or REPETI TION

IV SELLING To THE COLLE CTIVE B U Y ER

S TAG E TWO—INT E R E S T

V H ow To AR OU SE INTER E ST I N A COM M OD ITY

VI GOOD FEELING A REQU I SIT E

VII T HE I M AGINATIO N OF THE B U Y ER

S TAG E T H R E E—D ESIR E

VIII D E SIR E

S TAG E F OW CON F ID EN CE

I! CONF ID ENCE A N D GOOD WILL

ST AG E FIV E—D E CISIO N A N D ACTI ON

! T HE P OW ER OF REA SON

! I IN STINCTIVE FA CTOR S

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