While what you do obviously sets the tone for each sales call, your sales success is based on that 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 resultsfocused 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
- 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
,etc.