解读消费者Why Customers Don't Do What You Want Them to Do : 24 Solutions to Common Selling Problems pdf 下载 txt 阿里云 lit rtf azw3 免费

While what you do obviously sets the tone for each sales call, your sales success is based on what 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

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

Make sure your customer understands

Earn trust through proof

Deal with anticipated problems

Overcome obstacles to buying

Work past negative comments

Follow up on your customer's actions

Help with priority problems

Guide your customer in the buying decision

Work with decision makers, directly or indirectly

Help your customer buy smart

Aim for satisfaction, before and after the sale

Facilitate negotiations

Get your act together

Professional Selling Guide: A Recap

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书籍介绍

While what you do obviously sets the tone for each sales call, your sales success is based on what 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 results-focused guidebook will help you to recognize and resolve twenty 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. You, as the sales professional, are in charge of each selling situation - so it is up to you to manage the encounter and lead the customer to action. Let "Why Customers Don't Do What You Want Them to Do" show you how to view each call through your customer's eyes, and move to the close with the least number of sales calls - by getting customers to do what you want, when you want them to.