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

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

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

Authors: Tom Reilly

Published: January 2010

eISBN: 9780071702676 0071702679 | ISBN: 9780071664660

Contents

Preface: I Want to Help You Get Your Price

Part I: You Can Be a Dragon Slayer

1 Facing Reality

2 Factors That Affect Price Sensitivity

3 Price Shoppers

4 Buyers Want More than a Cheap Price

5 Competing on Price

6 Price and Value

Part II: The Shortest Distance Between Two Points is a Straight Line

7 Preparing to Sell in a Price-Sensitive Market

8 Preemptive Probing

9 Presenting Your Solution

Part III: You Can Persist when they Resist

10 Handling Objections

11 Price Precepts

12 Four-Step Price Objections Response Model

13 Responding to Price-Based Money Objections

14 Responding to Cost-Based Money Objections

15 Responding to Value-Based Money Objections

16 Responding to Game-Based Money Objections

17 Responding to Procedural-Based Money Objections

Part IV: Lagniappe

18 Developing a Discount Discipline

19 Raising Prices

20 Competitive Bidding

21 Final Thoughts

Index