Alternating Current Fundamentals

by RichardJ.Fowler (Author)

• Used

  Paperback
  1979

  $3.56

  Ferdinand F. Fournies, knows that the key to selling is at once basic and revolutionary: What successful salespeople do is to help people to buy. So he's written the only practical book that approaches selling from the customer's point of view. Using his 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 specific solutions proven to work when: 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 ; and There really are problems with buying your product Fournies seasons his guidance with real-world dialogue taken directly from selling situations and training sessions. Salespeople will also appreciate the checklists designed to help them prepare for sales calls and analyze post-call results.