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Crush price objections : sales tactics for holding your ground and protecting your profit

Reilly, Thomas P. (Author).

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  • 1 out of 1 copy are currently available at PINES.

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Shelving Location Call Number / Copy Notes Barcode Status
Clayton County Library System:
      Riverdale Branch
(Send Call No. in Text Message)
31012005599533 Available

Item details

  • ISBN: 0071664661
  • ISBN: 9780071664660
  • Physical Description: x, 182 pages ; 23 cm
  • Publisher: New York : McGraw-Hill, ©2010.

Contents / Notes

General Note: Includes index.
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.
Subject: Selling
Sales management
Sales management
Genre: Nonfiction.

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