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THE MCGRAW-HILL PROFESSIONAL EDUCATION SERIES
These quick reads, based on McGraw-Hill bestsellers, are designed to meet the needs of busy people. Titles in the series focus on each book's main themes and action ideas, reduced to a manageable page count for on-the-go readers.
A results-focused guidebook for recognizing and resolving 24 often-fatal customer objections, and then moving to the close.
Why Customers Don't Do What You Want Them to Do
While what you do obviously sets the tone for each sales call, your sales success is based on what your customer does. To achieve breakthrough success, you must learn how to make customers do what you want them to do, at each stage of the sales process.
Why Customers Don't Do What You Want Them to Do ignores gimmicks and tricks to show you specific actions that will dramatically raise the odds of your customer doing the "buying things"--and placing the order. Written by internationally acclaimed author and sales coach Ferdinand Fournies, this results-focused guidebook will help you to recognize and resolve twenty common selling problems and objections and move beyond them to:
You, as the sales professional, are in charge of each selling situation--so it is up to you to manage the encounter and lead the customer to action. Let Why Customers Don't Do What You Want Them to Do show you how to view each call through your customer's eyes, and move to the close with the least number of sales calls--by getting customers to do what you want, when you want them to.
Ferdinand Fournies is an internationally acclaimed business consultant and author. His books include Coaching for Improved Work Performance, the bestselling Why Employees Don't Do What You Want Them to Do, and others.
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5.0 out of 5 stars
Opened my eyes,
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This review is from: Why Customers Don't Do What You Want Them to Do : 24 Solutions to Common Selling Problems (Paperback)
Great book. Very matter of fact, logical. No selling "tricks", just common sense. As I read it, all I could think was, "if I'd only known". Now, as the owner of a small company, this book is required reading for new sales hires.
1.0 out of 5 stars
Deceptive Front Cover Image- Wrong Book,
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This review is from: Why Customers Don't Do What You Want Them to Do : 24 Solutions to Common Selling Problems (Paperback)
I wanted to buy a book called "Why Customers Don't Do What They'Re Supposed to do". I have read this book and wanted to buy a copy. Unfortunately, the image shown for this book actually represents a different book with a slightly different name, namely "Why Customers Don't Do What You Want Them To Do" by the very same author. As a result, I ended up buying the wrong book. Here is the response I got back from the seller:
" I am so sorry for this mess but I have to tell you that usually customers read the description of the item and expect to receive the item described in its title. Normally we don't count on the picture , because sometimes the supplier is providing Amazon with a wrong picture and sometimes there is no picture displayed at all. I am afraid we cannot exchange orders. "
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