| Document Type
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BL
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| Record Number
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1045041
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| Doc. No
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b799411
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| Main Entry
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Reilly, Thomas P.
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| Title & Author
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Crush price objections : : sales tactics for holding your ground and protecting your profit /\ by Tom Reilly.
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| Publication Statement
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New York :: McGraw-Hill,, ©2010.
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| Page. NO
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1 online resource (x, 182 pages)
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| ISBN
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0071702679
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: 9780071702676
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9780071664660
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| Contents
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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.
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| Abstract
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With field-tested tactics for engaging price shoppers and holding the line on declining profits; this guide offers you the support you need to focus specifically on price resistance in order to attain maximum profit in the most challenging circumstances. --
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| Subject
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Sales management.
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Selling.
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BUSINESS ECONOMICS-- Distribution.
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BUSINESS ECONOMICS-- Marketing-- General.
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| Subject
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Sales management.
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| Subject
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Selling.
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| Dewey Classification
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658.85
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| LC Classification
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HF5438.25.R4 2010eb
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