Crush Price Objections: Sales Tactics for Holding Your Ground and Protecting Your Profit
Publication date: January 2010
Digital Book format: ePub (Adobe DRM)
Stop haggling and start closing! Let a sales guru show how to get your price in every transaction.
These days it seems like we’re always in a “buyer’s market.” But even at a time the word “value” is used interchangeably with “cheap,” and the Internet is a bargain hunter’s 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 first—and only—book to give sales professionals the tools they need to prosper in a competitive, price-sensitive market. Inside this invaluable handbook, you’ll find:
- Ways to focus on what buyers really want—and learn the characteristics of several types of “typical” price-sensitive behaviors
- How to recognize and respond to price objections—discover 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