WHY CUSTOMERS DON'T DO WHAT YOU WANT THEM TO DO

Why Customers Dont 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 Dont 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:


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 Dont Do What You Want Them to Do show you how to view each call through your customers 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.