A sales trainer lays out twenty-five realistic sales scenarios, with advice on how to deal with a variety of possible responses from customers and make a sale, and offers checklists to help salespeople prepare for sales calls.

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

Business & Money

Fournies, Ferdinand F.

Management & Leadership

McGraw=Hill

Using his unique 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 171 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." "There Really Are Problems with Buying Your Product."

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

Marketing & Sales

Invaluable." --SUCCESS. "In simple, straightforward language, Fournies offers practical solutions to the problems of employee performance ... [This book] should be on the desk of anyone who manages others."--ENTREPENEUR. THE TOP 10 REASONS EMPLOYEES DON'T DO WHAT THEY'RE SUPPOSED TO DO: 10. They don't know why they should do it; 9. They don't know how to do it 8. They don't know what they are supposed to do 7. They think your way will not work 6. They think their way is better 5. They think something else is more important 5. They think they are doing it 4. They are punished for doing it 3. They are rewarded for not doing it 2. It's beyond their personal limits 1. No one could do it This book tells you how to avoid or handle each situationÑand the 6 other reasons that comprise the total list of reasons employees don't do their jobs. Universally praised and a perennial best seller, this book made The New York Times business bestseller list in early 1998--10 years after it came out! Why? Competition to attract and keep good employees is fiercer than ever. Today's employers need the no-nonsense people-management skills this book teaches. Based on real experiences of 25,000 managers surveyed by a Columbia Graduate School of Business professor, this results-oriented guide--newly updated for todayÕs changing workplace--provides proven, straightforward methods that work on real jobs, in real businesses, in the real world. This updated edition also gives you new input from 5000 additional managers, plus more help with temp workers, service industries, flex time, computers, telecommuting, stress, and safety!

Why Employees Don't Do What They're Supposed To Do and What To Do About It

Business Culture

Managing employees in today’s rapidly evolving workplace can sometimes feel like negotiating a minefield. Such recent new trends as flextime, telecommting, 360-degree feedback, the flattening of hierarchies, and the increased use of temps and contract workers present tough new challenges for supervisors in every field. This timely, completely revised and updated edition of Ferdinand Fournies’s classic management coaching "bible" shows you proven ways to get workers to perform at the highest level while eliminating the self-destructive kinds of behaviors that have become increasingly prevalent in recent years. In this book, you’ll be taught specific face-to-face interventions you can use to enhance performance in every kind of workplace situation--from sales to creative brainstorming. There are also interventions uniquely suited to resolving problems ranging from low productivity to absenteeism to conflicts between individuals. You’ll learn precisely what to say and do so that each person you supervise will want to give you his or her best work--even when that person was previously thought to be a "problem employee." Packed with brand-new case studies from Fournies’s latest research into the dynamics of the modern workplace, this classic guide takes all the guesswork out of becoming the kind of inspired, "hands-on" manager that every company today is looking for!

Coaching for Improved Work Performance, Revised Edition

Fournies, Ferdinand

The New York Times bestselling guide to getting the best out of every employee-updated for the modern workplace Based on the actual experiences of 25,000 managers, Why Employees Don't Do What They're Supposed to Do… gives you proven, straightforward methods that work on real jobs, in the real world. This results-oriented guidebook helps you handle the top 10 situations in which employees don't perform the way they should, including a detailed analysis of the causes and the plans for preventing the same problems down the road. Featuring fresh insights on outsourcing, temp workers, flex time, telecommuting, and technology, this no-nonsense resource arms you with the people-management skills you need to consistently elicit the highest levels of performance from your workforce. “In simple, straightforward language, Fournies offers practical solutions to the problems of employee performance…[This book] should be on the desk of anyone who manages others.”-Entrepreneur

Why Employees Don't Do What They're Supposed To and What You Can Do About It

From the New York Times Bestselling Author- Proven Methods for Getting Customers to Buy This fully revised and updated edition of Ferdinand Fournies's classic on sales from the customer's point of view covers all the latest developments in business innovation and customer relations. Why Customers Don't Do What You Want Them to Do… ignores gimmicks and tricks, giving you specific actions that dramatically raise the odds of your customer doing the “buying things”-and placing the order. This results-focused guidebook presents 24 solutions to common selling problems and customer objections, helping you move beyond them to <ul>
<li>Achieve a customer action objective for each call </li>
<li>Spark customer interest </li>
<li>Clarify your product-and yourself </li>
<li>Identify and address potential problems </li>
<li>Address customers' fears and gain their trust </li>
<li>Assist customers in choosing, negotiating, and placing an order </li>
</ul>
Why Customers Don't Do What You Want Them to Do… gives you practical strategiesto move to the close with the fewest number of calls by getting customers to do whatyou want-when you want-at each stage of the sales process. “One of the better and more useful-and unique-books on selling.”-Booklist

Why Customers Don't Do What They're Supposed To and What To Do About It

With this handbook, managers at all levels will be able to use face-to-face coaching procedures with their subordinates to obtain immediate, positive results and eliminate self-destructive employee behavior.

Coaching for Improved Work Performance

Human Resources

McGraw-Hill Companies

Why Employees Don't Do What They're Supposed to Do: And What to Do about It

Gives variations of problems with their preventive solutions to managers for the 10 most common reasons for poor performance by their employees

Why Employees Don't Do What They're Supposed to Do: And What to Do About It

Business Development & Entrepreneurship

Managing employees in todayâ€™s rapidly evolving workplace can sometimes feel like negotiating a minefield. Such recent new trends as flextime, telecommting, 360-degree feedback, the flattening of hierarchies, and the increased use of temps and contract workers present tough new challenges for supervisors in every field. This timely, completely revised and updated edition of Ferdinand Fourniesâ€™s classic management coaching "bible" shows you proven ways to get workers to perform at the highest level while eliminating the self-destructive kinds of behaviors that have become increasingly prevalent in recent years. In this book, youâ€™ll be taught specific face-to-face interventions you can use to enhance performance in every kind of workplace situation--from sales to creative brainstorming. There are also interventions uniquely suited to resolving problems ranging from low productivity to absenteeism to conflicts between individuals. Youâ€™ll learn precisely what to say and do so that each person you supervise will want to give you his or her best work--even when that person was previously thought to be a "problem employee." Packed with brand-new case studies from Fourniesâ€™s latest research into the dynamics of the modern workplace, this classic guide takes all the guesswork out of becoming the kind of inspired, "hands-on" manager that every company today is looking for!

F Fournies & Associates

See the best price to sell, buy, or rent books by Fournies, Ferdinand F.. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by Fournies, Ferdinand F.

See the best price to sell, buy, or rent books by Fournies, Ferdinand F.. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

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

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

Why Employees Don't Do What They're Supposed To Do and What To Do About It

Coaching for Improved Work Performance, Revised Edition

Why Employees Don't Do What They're Supposed To and What You Can Do About It

Why Customers Don't Do What They're Supposed To and What To Do About It

Coaching for Improved Work Performance

Why Employees Don't Do What They're Supposed to Do: And What to Do about It

Why Employees Don't Do What They're Supposed to Do: And What to Do About It

Coaching for Improved Work Performance