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

by Ferdinand F. Fournies

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

224 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.