Why Customers Don't Do What They're Supposed

"One of the better and more useful-and unique-books on selling."-BooklistFournies ignores gimmicks and tricks to show specific actions that will dramatically raise the odds of customers' doing the "buying things"-and placing the order.Practical strategies for getting the best results from every sales situation

The books of Ferdinand F. Fournies have been translated into multiple languages. An expert in management and sales techniques, Fournies consulted to companies around the world, including Kodak, Merck, HP, and 3M.

Selling is the management of buying
Create a strategy for every sales call	p. 3
Turning your sales call strategy into sales	p. 21
Why customers don't buy, and what you can do about it
They don't know why they should do what you want them to do	p. 35
They don't need what you are selling	p. 41
They don't need any, now	p. 45
They don't know there is a better way	p. 47
They don't know they have a problem	p. 51
They don't know why they should buy what you are selling	p. 57
They don't enjoy talking to you	p. 67
They don't know what you want them to do	p. 79
They are afraid to buy	p. 89
They don't understand what you tell them	p. 93
They don't believe what you tell them	p. 99
They anticipate possible problems if they buy your product	p. 113
There really are problems with buying your product	p. 123
They think something else is more important	p. 147
They don't know how to make the buying decision	p. 157
They don't know how to sell	p. 163
They don't know how to order	p. 167
They don't know how to use your product	p. 171
They don't know how to negotiate	p. 175
More success strategies for salespeople
How to be a professional instead of an also-ran	p. 181
The time of your life	p. 191
How to get your act together	p. 203
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Why Customers Don't Do What They're Supposed To and What To Do About It

Summary

Author Biography

Table of Contents

Supplemental Materials