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

by Tom Reilly

Overview

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!

Product Details

ISBN-13:	9780071664660
Publisher:	McGraw Hill LLC
Publication date:	01/25/2010
Edition description:	List
Pages:	192
Sales rank:	1,163,443
Product dimensions:	9.10(w) x 6.02(h) x 0.48(d)

About the Author

Tom Reilly is globally recognized for his pioneering work in value. He is president and founder of Tom Reilly Training, withsuch clients as Apple, AT&T, Exxon, Volvo, IBM, Johns-Manville, EnterpriseRent-A-Car, Medtronic, Harley-Davidson, and others. He is aCertified Speaking Professional, the highest designation awarded by theNational Speakers Association.

Table of Contents

Preface: I Want to Help You Get Your Price v

Part I You Can Be a Dragon Slayer 1

1 Facing Reality 3

2 Factors That Affect Price Sensitivity 10

3 Price Shoppers 17

4 Buyers Want More than a Cheap Price 22

5 Competing on Price 28

6 Price and Value 34

Part II The Shortest Distance Between Two Points is a Straight Line 39

7 Preparing to Sell in a Price-Sensitive Market 41

8 Preemptive Probing 50

9 Presenting Your Solution 60

Part III You Can Persist When They Resist 71

10 Handling Objections 73

11 Price Precepts 83

12 Four-Step Price Objections Response Model? 90

13 Responding to Price-Based Money Objections 99

14 Responding to Cost-Based Money Objections 109

15 Responding to Value-Based Money Objections 115

16 Responding to Game-Based Money Objections 128

17 Responding to Procedural-Based Money Objections 137

Part IV Lagniappe 143

18 Developing a Discount Discipline 145

19 Raising Prices 156

20 Competitive Bidding 169

21 Final Thoughts 176

Index 179