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解读消费者Why Customers Don't Do What You Want Them to Do : 24 Solutions to Common Selling Problems书籍详细信息
- ISBN：9780071417501
- 作者：暂无作者
- 出版社：暂无出版社
- 出版时间：2003-02
- 页数：49
- 价格：58.50
- 纸张：胶版纸
- 装帧：平装
- 开本：16开
- 语言：未知
- 丛书：暂无丛书
- TAG：暂无
- 豆瓣评分：暂无豆瓣评分
内容简介：
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.
书籍目录：
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.
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