Synopses & Reviews
Stop haggling and start closing! Let a sales guru show how to get your price in every transaction. These days it seems like were always in a “buyers market.” But even at a time the word “value” is used interchangeably with “cheap,” and the Internet is a bargain hunters 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, street-smart tactics for engaging price shoppers and holding the line on declining profits.
Crush Price Objections! is the firstand onlybook to give sales professionals the tools they need to prosper in a competitive, price-sensitive market. Inside this invaluable handbook, youll find:
- Ways to focus on what buyers really wantand learn the characteristics of several types of “typical” price-sensitive behaviors
- How to recognize and respond to price objectionsdiscover the five types of money objections, and 50 ways to answer common price concerns
- Fifty questions every sales person can use to “pre-empt” price objections and keep the focus on the value of your product
- Tips on raising prices, win/win negotiating, and more
Synopsis
Hold the line on price in every transaction from the leading expert on Value-Added Selling! These days it seems like were always in a buyers market. But even at a time when the word value is used interchangeably with cheap and the Internet is a bargain hunters 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:
- Developing a price-objection counterattack before you meet with buyers
- Using questions and compelling presentations to move the conversation away from the subject of price
- Destroying price objections if they surface
- Understanding why and when to raise your prices
- Creating winning bidson paper and online
Crush Price Objections offers you the tactical support you need to focus specifically on price resistance in order to attain maximum profit in the most challenging circumstances. Let Tom Reilly show you how to stop hagglingand start closing!
About the Author
Tom Reilly is globally recognized for his pioneering work in value. He is president and founder of Tom Reilly Training, with such clients as Apple, AT&T, Exxon, Volvo, IBM, Johns-Manville, Enterprise Rent-A-Car, Medtronic, Harley-Davidson, and others. He is a Certified Speaking Professional, the highest designation awarded by the National Speakers Association.
Table of 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?