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 buyers Using questions and compelling presentations to move theconversation away from the subject of price Destroying price objections if they surface Understanding why and when to raise your prices Creating 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! McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide 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?
