| Why Customers Don't Do What They're Supposed to and What to Do about It Revised Edition Contributor(s): Fournies, Ferdinand F. (Author) |
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ISBN: 0071486224 ISBN-13: 9780071486224 Publisher: McGraw-Hill Companies OUR PRICE: $22.80 Product Type: Paperback - Other Formats Published: June 2007 Annotation: From the "New York Times" Bestselling Author- Proven Methods for Getting Customers to Buy This fully revised and updated edition of Ferdinand Fournies's classic on sales from the customer's point of view covers all the latest developments in business innovation and customer relations. "Why Customers Don't Do What You Want Them to Do..." ignores gimmicks and tricks, giving you specific actions that dramatically raise the odds of your customer doing the "buying things"-and placing the order. This results-focused guidebook presents 24 solutions to common selling problems and customer objections, helping you 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 Address customers' fears and gain their trust Assist customers in choosing, negotiating, and placing an order "Why Customers Don't Do What You Want Them to Do..." gives you practical strategiesto move to the close with the fewest number of calls by getting customers to do whatyou want-when you want-at each stage of the sales process. "One of the better and more useful-and unique-books on selling."-"Booklist" |
| Additional Information |
| BISAC Categories: - Business & Economics | Sales & Selling - General - Business & Economics | Training - Business & Economics | Marketing - General |
| Dewey: 658.81 |
| Physical Information: 0.55" H x 6.62" W x 8.98" (0.67 lbs) 224 pages |
| Descriptions, Reviews, Etc. |
| Publisher Description: From the New York Times Bestselling Author- Proven Methods for Getting Customers to Buy This fully revised and updated edition of Ferdinand Fournies's classic on sales from the customer's point of view covers all the latest developments in business innovation and customer relations. Why Customers Don't Do What You Want Them to Do... ignores gimmicks and tricks, giving you specific actions that dramatically raise the odds of your customer doing the "buying things"-and placing the order. This results-focused guidebook presents 24 solutions to common selling problems and customer objections, helping you move beyond them to
Why Customers Don't Do What You Want Them to Do... gives you practical strategiesto move to the close with the fewest number of calls by getting customers to do whatyou want-when you want-at each stage of the sales process. "One of the better and more useful-and unique-books on selling."-Booklist |
Contributor Bio(s): Fournies, Ferdinand F.: - Ferdinand F. Fournies was an internationally acclaimed business consultant and bestselling author. An expert in management and sales techniques, Fournies consulted to companies around the world, including Kodak, Merck, Hewlett Packard, and 3M. Fournies, Ferdinand: -Ferdinand F. Fournies was an internationally acclaimed business consultant and bestselling author. An expert in management and sales techniques, Fournies consulted to companies around the world, including Kodak, Merck, Hewlett Packard, and 3M. |