An edition of Crush price objections
(2010)
Crush price objections
sales tactics for holding your ground and protecting your profit
by Thomas P. Reilly
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Subjects
Sales management, Selling| Edition | Availability |
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1
Crush price objections: sales tactics for holding your ground and protecting your profit
2010, McGraw-Hill
in English
0071664661 9780071664660
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Book Details
Table of Contents
Facing reality
Factors that affect price sensitivity
Price shoppers
Buyers want more than a cheap price
Competing on price
Price and value
Preparing to sell in a price-sensitive market
Preemptive probing
Presenting your solution
Handling objections
Price precepts
Four-step price objections response model
Responding to price-based money objections
Responding to cost-based money objections
Responding to value-based money objections
Responding to game-based money objections
Responding to procedural-based money objections
Developing a discount discipline
Raising prices
Competitive bidding
Final thoughts.
Edition Notes
Includes index.
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| December 16, 2010 | Created by ImportBot | initial import |