Why Customers Don't Do what You Want Them to do

24 Solutions to Overcoming Common Selling Problems

Ferdinand Fournies

50 pages, parution le 16/03/2004

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Résumé

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 20 common selling problems and objections and 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
Show customers how to get the approval they need
Assist customers in choosing, negotiating, and placing an order

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.

Sommaire

Why customers don't do what you want them to do
Focus on being a professional
Start with situation and strategies
Understand disinterest, then probe for needs
Concentrate on highest-potential customers
Plan for future sales only
Open up your customer's thinking
Uncover your customer's needs
Communicate benefits to your customer
Establish rapport
Specify what you want your customer to do
Make sure your customer understands
Earn trust through proof
Deal with anticipated problems
Overcome obstacles to buying
Work past negative comments
Follow up on your customer's actions
Help with priority problems
Guide your customer in the buying decision
Work with decision makers, directly or indirectly
Help your customer buy smart Aim for satisfaction, before and after the sale
Facilitate negotiations
Get your act together Professional Selling Guide: A Recap

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Caractéristiques techniques

	PAPIER
Éditeur(s)	Mc Graw Hill
Auteur(s)	Ferdinand Fournies
Parution	16/03/2004
Nb. de pages	50
Format	15 x 23
Couverture	Broché
Poids	130g
Intérieur	Noir et Blanc
EAN13	9780071417501
ISBN13	978-0-07-141750-1