Why Customers Don't Do What They're Supposed to and What to Do about It - Paperback

by Ferdinand Fournies (Author)

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

Author Biography

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.