CRUSH PRICE OBJECTIONS

Erscheinungsjahr 2010
ISBN: 978-0-07-166466-0
Verlag: McGraw-Hill Education

Buch, Englisch, 192 Seiten, Format (B × H): 152 mm x 229 mm, Gewicht: 290 g

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 onlineCrush 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!

Autoren/Hrsg.

Reilly

Reilly, Tom

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Marketing
• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Vertrieb

Inhaltsverzeichnis

Table of Contents

Part One: You and the Buyer

Chapter One: You, The Seller
Chapter Two: What Buyers Really Want

Part Two: How to Avoid Price Objections

Chapter Three: Preparation
Chapter Four: Information Gathering
Chapter Five: Information Giving

Part Three: How to Handle Price Objections

Chapter Six: The Pre-emptive Approach
Chapter Seven: Changing the Conversation
Chapter Eight: Handling Objections

Chapter Nine: Recognizing Price Objections
Chapter Ten: Responding Price Objections

Chapter Eleven: Developing a Discount Discipline
Chapter Twelve: Raising Prices

Chapter Thirteen: Win/Win Negotiating
Chapter Fourteen: Where to From Here?

Über Autor(innen)

Reilly, Tom
McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide

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.