Crush Price Objections: Sales Tactics for

These days it seems like we're always in a buyer's market. But even at a time when the word value is used interchangeably with cheap and the Internet is a bargain hunter's paradise, there are ways for sales professionals to regain the upper hand. In Crush Price Objections, Tom Reilly, bestselling author of Value-Added Selling, teaches field-tested tactics for engaging price shoppers and holding the line on declining profits. It provides tips and tactics for:

Tom Reilly is famous for his pioneering work in value-added selling. President andfounder of Tom Reilly Training, his clients include Apple, AT&T, Exxon, HP, IBM, the American Heart Association,Sales and Marketing Executives International, and other businesses and associations.

Preface: I Want to Help You Get Your Price	p. v
You Can Be a Dragon Slayer	p. 1
Facing Reality	p. 3
Factors That Affect Price Sensitivity	p. 10
Price Shoppers	p. 17
Buyers Want More than a Cheap Price	p. 22
Competing on Price	p. 28
Price and Value	p. 34
The Shortest Distance Between Two Points is a Straight Line	p. 39
Preparing to Sell in a Price-Sensitive Market	p. 41
Preemptive Probing	p. 50
Presenting Your Solution	p. 60
You Can Persist When They Resist	p. 71
Handling Objections	p. 73
Price Precepts	p. 83
Four-Step Price Objections Response ModelÖ	p. 90
Responding to Price-Based Money Objections	p. 99
Responding to Cost-Based Money Objections	p. 109
Responding to Value-Based Money Objections	p. 115
Responding to Game-Based Money Objections	p. 128
Responding to Procedural-Based Money Objections	p. 137
Lagniappe	p. 143
Developing a Discount Discipline	p. 145
Raising Prices	p. 156
Competitive Bidding	p. 169
Final Thoughts	p. 176
Index	p. 179
Table of Contents provided by Ingram. All Rights Reserved.

What is included with this book?

The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.

The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.

FREE SHIPPING

Amazon no longer offers textbook rentals. We do!

Crush Price Objections: Sales Tactics for Holding Your Ground and Protecting Your Profit

Summary

Author Biography

Table of Contents

Supplemental Materials