description: Using his unique Problem/Solution format, Fournies helps readers understand why customers act the way they do-and shows them how to respond in order to move the selling process to a winning conclusion. He presents 25 sales scenarios familiar to every salesperson, followed by 171 specific solutions proven to work "They Don't Need What You're Selling." "They Don't Know There's a Better Way." "They Don't Know They Have a Problem." "They Don't Know What You Want Them to Do." They Don't Believe What You Tell Them." "They're Afraid to Buy." "They Don't Enjoy Talking to You." "They Don't Know How to Negotiate." "There Really Are Problems with Buying Your Product."
language: English
title: Why Customers Don't Do What You Want Them to Do and What to Do About It
titlecomplete: Why Customers Don't Do What You Want Them to Do and What to Do About It
ratings_count: 24
publisher: McGraw-Hill