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CRUSH PRICE OBJECTIONS:
Sales Tactics for Holding Your Ground and
Protecting Your Profit
ISBN: 10: 0-07-166466-1; 13: 978-0-07-166466-0; Paperback; $19.95
By Tom Reilly
Bestselling Author of Value-Added Selling
Price objections are a salesperson’s number-one challenge, and during a struggling economy, price objections are especially difficult. Salespeople often stand firm trying to maintain their pricing, but at the same time, they fear the reality of possibly losing a client. So how can a salesperson sell at a profitable rate and still be able to make a living?
Tom Reilly’s new book CRUSH PRICE OBJECTIONS: Sales Tactics for Holding Your Ground and Protecting Your Profit (McGraw-Hill; February 2010) was written to help readers defend their prices and protect their margins by preparing themselves to sell in a price-sensitive environment, gaining pre-emptive selling advantage, avoiding price resistance and responding effectively when a price becomes an issue.
The book is sectioned in four parts that focus on a different aspect of price resistance. Part I teaches readers to think more like a businessperson when confronting price resistance. Part II shows sellers how to avoid objections. Part III provides information on how to respond to price objections. Part IV coaches readers on dealing with additional price-related topics that include developing a discount discipline and why, how and when to raise prices.
Table of Contents
Introduction
Chapter 1: Facing Reality
Chapter 2: Factors That Affect Price Sensitivity
Chapter 3: Price Shoppers
Chapter 4: Buyers Want More Than a Cheap Price
Chapter 5: Competing on Price
Chapter 6: Price and Value
Chapter 7: Preparing to Sell in a Price-sensitive Market
Chapter 8: Pre-emptive Probing
Chapter 9: Presenting Your Solution
Chapter 10: Handling Objections
Chapter 11: Price Precepts
Chapter 12: Four-step Price Objections Model™
Chapter 13: Responding to Price-based Money Objections
Chapter 14: Responding to Cost-based Money Objections
Chapter 15: Responding to Value-based Money Objections
Chapter 16: Responding to Games as Money Objections
Chapter 17: Responding to Procedural-based Money Objections
Chapter 18: Developing a Discount Discipline
Chapter 19: Raising Prices
Chapter 20: Competitive Bidding
Chapter 21: Final Thoughts
By reading CRUSH PRICE OBJECTIONS, the five most dreaded words in sales, “Your price is too high,” will no longer be a dilemma. This book offers hope and the information needed to handle price objections successfully.
Protect your price
Guard your margins
Sell more profitably
Never be at a loss again when the buyer complains of price
Negotiate better deals for your company
Raise and present price increases with confidence and conviction
Book: $19.95 ISBN: 10: 0-07-166466-1; 13: 978-0-07-166466-0
3 CD Album: $30.00 ISBN: 0-944448-30-5