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Price objections are a daily battle for
salespeople, but you can win the war on price resistance. When you employ
the ideas in Crush Price Objections™ you can gain a pre-emptive selling
advantage and respond effectively to price resistance.
Training objectives
The purpose of this training is to build your confidence and competence for dealing with the most challenging obstacle salespeople face—price objections. At the end of this training, you will be able to:
- Discuss how you must prepare for selling in a price-sensitive environment.
- Describe how to achieve a pre-emptive selling advantage to shift the buyer’s focus away from price and onto other relevant issues.
- Demonstrate how to respond effectively to price resistance.
Program itinerary
What every salesperson must know about selling in a price-sensitive market
- Nine realities of selling in a price-sensitive environment
- Four consequences of cutting your price
- Eight factors that affect price sensitivity
- Seven reasons (excuses) why salespeople cut price
How to get inside the head of your price shopper
- Twelve things buyers want in a solution
- Four key facts about price shoppers
- Six types of price shoppers
How your attitude affects your price and profitability
- Four positive attitudes about your prices
- Six negative attitudes about your prices
Gain pre-emptive selling advantage over price shoppers
- How to design the three tools you need in your customer messaging campaign tool kit
- Four rules for changing the buyer’s mind about price
- How to change the way your buyer views his needs by asking the right questions
- Take control of the sales presentation and change the conversation from price to value
- How to present your price
Develop a Discount Discipline
- Ten questions to ask before discounting
- Nine tips for developing a discount discipline
- Five rules for discounting
How to handle price objections
- Ten tips for dealing with any objection
- Four-step price objection resolution model
- Forty-five responses to price objections
- Twelve ways to negotiate better deals
Program benefits
- Sell more profitably
- Hold the line on prices
- Protect your margins
- Change the conversation from price to value
- Never be at a loss again when the buyer rejects your price
- Negotiate better deals for your company
How to sign up for this learning opportunity
- Seminar fee: $500 per person (includes refreshments and lunch)
- Date: Call for dates
- Participant materials include training manual and Crush Price Objections™ 3-CD series.
- Training is held at the Tom Reilly Training Center in Chesterfield, Missouri
Call today to register for the seminar -- 636-537-3360 -- or use the contact us form to give us the information.
“If you are not extracting the value you deserve from your customers, you must attend this program.” Tom Reilly author, Crush Price Objections (Motivation Press)