Tom Reilly

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

• Broschiertes Buch

Produktbeschreibung

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!

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Produktdetails

• Verlag: McGraw Hill LLC
• Seitenzahl: 192
• Erscheinungstermin: 15. Februar 2010
• Englisch
• Abmessung: 231mm x 154mm x 19mm
• Gewicht: 265g
• ISBN-13: 9780071664660
• ISBN-10: 0071664661
• Artikelnr.: 27841071

Autorenporträt

McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide

Inhaltsangabe

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?