Crush price objections
Subtitle: sales tactics for holding your ground and protecting your profit
By: by Tom Reilly.
Edition: 1st ed.
Publisher: McGraw-Hill
Published: 2010
Place of publication: New York, NY
Language: eng
ISBN-13: 9780071664660
Subjects: Selling; Sales management
Table of contents: title: Facing reality; title: Factors that affect price sensitivity; title: Price shoppers; title: Buyers want more than a cheap price; title: Competing on price; title: Price and value; title: Preparing to sell in a price-sensitive market; title: Pre-emptive probing; title: Presenting your solution; title: Handling objections; title: Price precepts; title: Four-step price objections model; title: Responding to price-based money objections; title: Responding to cost-based money objections; title: Responding to value-based money objections; title: Responding to games as money objections; title: Responding to procedural-based money objections; title: Developing a discount discipline; title: Raising prices; title: Competitive bidding; title: Final thoughts.