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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 objectionssales 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:

96040
Selling.
Index Terms--Genre/Form:

96803
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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050 0 0 $a HF5438.25 $b .R4 2010
082 0 0 $a 658.85 $2 22
100 1 $a Reilly, Thomas P. $3 298964
245 1 0 $a Crush price objections $h [electronic resource] : $b sales tactics for holding your ground and protecting your profit / $c by Tom Reilly.
260 $a New York : $c c2010. $b McGraw-Hill,
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 96040
650 0 $a Sales management. $3 100655
655 7 $a Electronic books. $2 local. $3 96803
856 4 $u http://taebcmgh.sa.libraryandbook.net/FE/advanceSearch.do?method=toView&id=YsdsdebY18712318Y $z Click for full text (McGrawHill)

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