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

Record Type:	Electronic resources : Monograph/item
Title/Author:	Crush price objections :by Tom Reilly.
Reminder of title:	sales tactics for holding your ground and protecting your profit
Author:	Reilly, Thomas P.
Published:	New York :McGraw-Hill,c2010.
Description:	x, 182 p.
Subject:	Selling.
Online resource:	Click for full text (McGrawHill)
ISBN:	9780071664660

Crush price objections :sales tactics for holding your ground and protecting your profit
Reilly, Thomas P.

Crush price objections :sales tactics for holding your ground and protecting your profit[electronic resource] /by Tom Reilly. - New York :McGraw-Hill,c2010. - x, 182 p.

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.

ISBN: 9780071664660

LCCN: 2009031991

Nat. Bib. No.: GBA9A8109bnbSubjects--Topical Terms:

231179
Selling.
Index Terms--Genre/Form:

214472
Electronic books.

LC Class. No.: HF5438.25 / .R4 2010

Dewey Class. No.: 658.85

Crush price objections :sales tactics for holding your ground and protecting your profit
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245 1 0 $a Crush price objections : $b sales tactics for holding your ground and protecting your profit $h [electronic resource] / $c by Tom Reilly.
260 $a New York : $b McGraw-Hill, $c c2010.
300 $a x, 182 p.
505 0 $a 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.
650 0 $a Selling. $3 231179
650 0 $a Sales management. $3 199447
655 7 $a Electronic books. $2 local. $3 214472
856 4 $u http://taebcmgh.sa.libraryandbook.net/FE/advanceSearch.do?method=toView&id=YsdsdebY18712318Y $z Click for full text (McGrawHill)