Why Customers Don't Do What You Want Them to Do : 24 Solutions to Common Selling Problems

by Ferdinand F. Fournies

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.

49 pages, Paperback

First published March 19, 1993

Reviews

[Tousif Jamal · Rating 5 out of 5]

Selling is the Management of Buying.

[Lizette · Rating 5 out of 5]

Should be required reading for sales people and sales managers. Breaks it down to manageable bites. I will be re-reading this book, in fact I need to buy it because I checked it out of the library.

[Aasim Waheed · Rating 4 out of 5]

Good book on sales; best part comes in chapter one where the author introduces the idea that "selling is the management of buying". The book is on the verge of my recommended-not recommended.