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Full Description
Hold the line on price in every transaction—from the leading expert on Value-Added Selling!
These days it seems like we're always in a buyer's market. But even at a time when the word value is usedinterchangeably with cheap and the Internet is a bargain hunter's paradise, there are ways for sales professionalsto regain the upper hand.
In Crush Price Objections, Tom Reilly, bestselling author of Value-AddedSelling, teaches field-tested tactics for engaging price shoppers and holding the line on declining profits. Itprovides tips and tactics for:
Developing a price-objection counterattack before you meet with buyersUsing questions and compelling presentations to move theconversation away from the subject of priceDestroying price objections if they surfaceUnderstanding why and when to raise your pricesCreating winning bids—on paper and online
Crush Price Objections offers you the tactical support you need to focus specifically on price resistance inorder to attain maximum profit in the most challenging circumstances. Let Tom Reilly show you how to stophaggling—and start closing!
Contents
Table of Contents
Part One: You and the Buyer
Chapter One: You, The Seller
Chapter Two: What Buyers Really Want
Part Two: How to Avoid Price Objections
Chapter Three: Preparation
Chapter Four: Information Gathering
Chapter Five: Information Giving
Part Three: How to Handle Price Objections
Chapter Six: The Pre-emptive Approach
Chapter Seven: Changing the Conversation
Chapter Eight: Handling Objections
Chapter Nine: Recognizing Price Objections
Chapter Ten: Responding Price Objections
Chapter Eleven: Developing a Discount Discipline
Chapter Twelve: Raising Prices
Chapter Thirteen: Win/Win Negotiating
Chapter Fourteen: Where to From Here?
