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Tom Reilly’s Crush Price Objections CD Series
Price objections remain the number-one problem salespeople encounter. You can sell more profitably and confidently. This CD series is designed to help you:
- Get your price
- Hold the line on discounting
- Win the war on price resistance
This three-hour CD series teaches you how to:
- Understand price resistance and price shoppers
- Avoid price objections
- Respond effectively to price objections
- Develop a discount discipline
- Raise prices
- Bid more prudently
CD-1: How To Avoid Price Resistance
Introduction to price shoppers
- Nine realities of selling in a price-sensitive environment
- Four consequences of cutting your price
- Four positive attitudes about your prices
- Six negative attitudes about your prices
- Seven reasons why salespeople cut price
- Four key facts about price shoppers
- Five types of price shoppers
- The critical distinction between price and cost and cost and value
- Three tools to aid you in your customer messaging campaign
Gain pre-emptive selling advantage over price shoppers
- Eight ways to shift the focus off price with better questions
- Ten ways to change the conversation from price to value with customers
CD-2: How To Respond Effectively To Price Resistance
Handling price objections
- Ten tips for dealing with any objection
- Sixteen price precepts
- Four-step price objection resolution model
Thirty-nine responses to price objections
Twelve negotiating tips
CD-3: How To Make Better Pricing Decisions
Developing a discount discipline
- Ten questions to ask before discounting
- Nine tips for developing a discount discipline
- Five rules for discounting
- Twelve tips for damage control in discounting
How to raise prices
- Five positive attitudes about raising prices
- Eleven times when to raise prices
- Three questions for how to raise prices
- Seventeen tips for presenting your price increases to customers
How to deal with bids
- Four rights you enjoy as a salesperson
- Twenty two tips for preparing, delivering and following up on bids
- Five important questions to ask about online bidding
Ordering Information
The price of this three-CD series is only $30 (plus shipping) in any quantity. Sales tax is billed where it applies.
Order your copy of Crush Price Objections (ISBN 0-944448-30-5) for $30.00 USD
Book: $19.95 ISBN: 10: 0-07-166466-1; 13: 978-0-07-166466-0