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"
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