Why Customers Don t Do What They re Supposed To and What To Do About It

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

• 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