Why Customers Don't Do What You Want Them to Do: 24 Solutions to Common Selling Problems (McGraw-Hill Professional Education Series)

3.83 avg rating
( 6 ratings by GoodReads )
 
9780071417501: Why Customers Don't Do What You Want Them to Do: 24 Solutions to Common Selling Problems (McGraw-Hill Professional Education Series)

While what you do obviously sets the tone for each sales call, your sales success is based on what your customer does. To achieve breakthrough success, you must learn how to make customers do what you want them to do, at each stage of the sales process. "Why Customers Don't Do What You Want Them to Do" ignores gimmicks and tricks to show you specific actions that will dramatically raise the odds of your customer doing the "buying things" - and placing the order.Written by internationally acclaimed author and sales coach Ferdinand Fournies, this results-focused guidebook will help you to recognize and resolve twenty common selling problems and objections and move beyond them to: achieve a customer action objective for each call; spark customer interest; clarify your product - and yourself; identify and address potential problems; show customers how to get the approval they need; assist customers in choosing, negotiating, and placing an order. You, as the sales professional, are in charge of each selling situation - so it is up to you to manage the encounter and lead the customer to action. Let "Why Customers Don't Do What You Want Them to Do" show you how to view each call through your customer's eyes, and move to the close with the least number of sales calls - by getting customers to do what you want, when you want them to.

"synopsis" may belong to another edition of this title.

From the Back Cover:

Why Customers Don't Do What You Want Them to Do

While what you do obviously sets the tone for each sales call, your sales success is based on what your customer does. To achieve breakthrough success, you must learn how to make customers do what you want them to do, at each stage of the sales process.

Why Customers Don't Do What You Want Them to Do ignores gimmicks and tricks to show you specific actions that will dramatically raise the odds of your customer doing the "buying things"--and placing the order. Written by internationally acclaimed author and sales coach Ferdinand Fournies, this results-focused guidebook will help you to recognize and resolve twenty common selling problems and objections and move beyond them to:

  • Achieve a customer action objective for each call
  • Spark customer interest
  • Clarify your product--and yourself
  • Identify and address potential problems
  • Show customers how to get the approval they need
  • Assist customers in choosing, negotiating, and placing an order

You, as the sales professional, are in charge of each selling situation--so it is up to you to manage the encounter and lead the customer to action. Let Why Customers Don't Do What You Want Them to Do show you how to view each call through your customer's eyes, and move to the close with the least number of sales calls--by getting customers to do what you want, when you want them to.

About the Author:

Ferdinand Fournies is an internationally acclaimed business consultant and author. His books include Coaching for Improved Work Performance, the bestselling Why Employees Don't Do What You Want Them to Do, and others.

"About this title" may belong to another edition of this title.

Top Search Results from the AbeBooks Marketplace

1.

Fournies, Ferdinand F.
Published by McGraw-Hill (2002)
ISBN 10: 0071417508 ISBN 13: 9780071417501
New Paperback Quantity Available: 1
Seller
Revaluation Books
(Exeter, United Kingdom)
Rating
[?]

Book Description McGraw-Hill, 2002. Paperback. Book Condition: Brand New. 1st edition. 64 pages. 9.25x6.25x0.25 inches. In Stock. Bookseller Inventory # zk0071417508

More Information About This Seller | Ask Bookseller a Question

Buy New
8.07
Convert Currency

Add to Basket

Shipping: 6
From United Kingdom to U.S.A.
Destination, Rates & Speeds

2.

Fournies, Ferdinand
Published by McGraw-Hill (2003)
ISBN 10: 0071417508 ISBN 13: 9780071417501
New Paperback Quantity Available: 1
Seller
Irish Booksellers
(Rumford, ME, U.S.A.)
Rating
[?]

Book Description McGraw-Hill, 2003. Paperback. Book Condition: New. book. Bookseller Inventory # 0071417508

More Information About This Seller | Ask Bookseller a Question

Buy New
21.01
Convert Currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, Rates & Speeds

3.

Ferdinand Fournies
Published by McGraw-Hill (2003)
ISBN 10: 0071417508 ISBN 13: 9780071417501
New Paperback Quantity Available: 1
Seller
Ergodebooks
(RICHMOND, TX, U.S.A.)
Rating
[?]

Book Description McGraw-Hill, 2003. Paperback. Book Condition: New. 1. Bookseller Inventory # DADAX0071417508

More Information About This Seller | Ask Bookseller a Question

Buy New
19.13
Convert Currency

Add to Basket

Shipping: 3.19
Within U.S.A.
Destination, Rates & Speeds

4.

Ferdinand F. Fournies
ISBN 10: 0071417508 ISBN 13: 9780071417501
New Quantity Available: 1
Seller
Castle Rock
(Pittsford, NY, U.S.A.)
Rating
[?]

Book Description Book Condition: Brand New. Book Condition: Brand New. Bookseller Inventory # 97800714175011.0

More Information About This Seller | Ask Bookseller a Question

Buy New
80.02
Convert Currency

Add to Basket

Shipping: 3.19
Within U.S.A.
Destination, Rates & Speeds