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Paperback Why Customers Don't Do What You Want Them to Do and What to Do about It Book

ISBN: 0070217017

ISBN13: 9780070217010

Why Customers Don't Do What You Want Them to Do and What to Do about It

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Format: Paperback

Condition: Like New

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Book Overview

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.

Customer Reviews

2 ratings

Wow! Learned more in one reading than in 10 years experience

My boss gave me this book for one particular chapter, but after I read that chapter, I couldn't put the book down. Very insightful and Mr Fournies really shows you how to get the business. He doesn't just list the ways, but actually goes through them step by step. I use some of these technics already, but I'm sure to start using more everyday. The price of the book is a little high, but well worth it, if you can start selling your product or service better and faster.

Great insight into 16 reasons people don't meet expectations

Really helpful book! Fournies gives 16 reasons why employees (and maybe peers or others) fail to meet expectations. The book doesn't just give a list, though. It gives succinct insight into how to tell which is the reason in a particular case. Then, once we have the cause identified, it gives good advice on how to correct the root cause. I found it very helpful in handling failed expectations of others -- sort of Sun Tsu's *The Art of War* without the executions. I recommend this book as a tool for managers at all levels to turn frustration into solutions.
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