Crush Price Objections : Hold the Line on Prices!

by Reilly, Tom

• ISBN13: 9780944448144
• ISBN10: 0944448143
• Format: Paperback
• Copyright: 1999-09-01
• Publisher: Motivation Pr

Summary

Crush Price Objections is Tom Reilly's sixth book. In this book, Reilly demonstrates his knowledge in two significant ways. First, he understands the problems salespeople experience in selling their products. Price objections are their number one obstacle.

Second, Reilly demonstrates his knowledge by teaching salespeople how to hold the line of prices!

In a surprising twist, this content-rich book is as inspiring as it is informative. Reilly begins with some astounding data on buyer preferences. He illustrates the value of the salesperson to the customer.

His comprehensive approach is easy to follow. Part One is preparing to sell in a price-sensitive market. Part Two is how to avoid price objections. Part Three is how to handle price objections.

Crush Price Objections is literally filled with hundreds of simple, yet practical tips for salespeople. The list of forty-eight questions to ask buyers is worth the $19.95. In addition, Reilly offers over forty responses to price objections.

Table of Contents

Introduction	1	(8)
Part One -- You And The Buyer
You, The Seller	9	(6)
What Buyers Really Want	15	(20)
Part Two -- How To Avoid Price Objections
Preparation	35	(20)
Information Gathering	55	(16)
Information Giving	71	(22)
Part Three -- How To Handle Price Objections
Handling Objections	93	(12)
Price Objections	105	(42)
Win/Win Negotiating	147	(10)
Where To From Here?	157