Why Customers Don't Do What They're Supposed To and What To Do About It

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9780071486224: Why Customers Don't Do What They're Supposed To and What To Do About It

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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About the Author:

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.

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Book Description McGraw-Hill Education - Europe, United States, 2007. Paperback. Book Condition: New. 2nd Revised edition. 226 x 150 mm. Language: English . Brand New Book ***** Print on Demand *****. 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. Bookseller Inventory # APC9780071486224

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Book Description McGraw-Hill Education - Europe, United States, 2007. Paperback. Book Condition: New. 2nd Revised edition. 226 x 150 mm. Language: English . Brand New Book ***** Print on Demand *****.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. Bookseller Inventory # APC9780071486224

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Book Description McGraw-Hill, 2007. Paperback. Book Condition: New. No Jacket. New paperback book copy of Why Customers Don't Do What They're Supposed to Do and What to Do About It by Ferdinand F. Fournies. Fully revised and updated. Foreword by David F. D'Alessandro. New York: McGraw Hill, 2007. Printed in U.S.A. iv, 218 pages. 6 x 9 inches, 23 cm. List price 19.00. Bookseller Inventory # 007903

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Book Description McGraw-Hill. Paperback. Book Condition: New. Paperback. 223 pages. Dimensions: 8.9in. x 5.9in. x 0.7in.From the New York Times Bestselling Author- Proven Methods for Getting Customers to Buy This fully revised and updated edition of Ferdinand Fourniess classic on sales from the customers point of view covers all the latest developments in business innovation and customer relations. Why Customers Dont 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 Dont 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 This item ships from multiple locations. Your book may arrive from Roseburg,OR, La Vergne,TN. Paperback. Bookseller Inventory # 9780071486224

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