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

by Reilly, Tom

• ISBN13: 9780071664660
• ISBN10: 0071664661
• Edition: 1st
• Format: Paperback
• Copyright: 2010-02-15
• Publisher: McGraw-Hill Education

Summary

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:

Author Biography

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.

Table of Contents

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
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