Crush price objections : sales tactics for holding your ground and protecting your profit
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|Clayton County Library System:
|STACKS||658.85 REILLY, THOMAS P.
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- ISBN: 0071664661
- ISBN: 9780071664660
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.
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