By Tom Reilly
Carry the road on rate in each transaction— from the major specialist on Value-Added promoting! nowadays it sort of feels like we’re constantly in a buyer’s industry. yet even at a time whilst the observe worth is used interchangeably with affordable and the net is a discount hunter’s paradise, there are methods for revenues execs to regain the higher hand. In overwhelm fee Objections, Tom Reilly, bestselling writer of Value-Added promoting, teaches field-tested strategies for enticing cost consumers and preserving the road on declining earnings. It presents advice and strategies for: constructing a price-objection counterattack earlier than you meet with dealers utilizing questions and compelling displays to maneuver the dialog clear of the topic of fee Destroying cost objections in the event that they floor realizing why and whilst to elevate your costs developing profitable bids—on paper and on-line overwhelm expense Objections provides you with the tactical help you must concentration in particular on rate resistance in order to realize greatest revenue within the so much tough situations. permit Tom Reilly enable you to cease haggling—and commence final!
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Additional resources for Crush Price Objections: Sales Tactics for Holding Your Ground and Protecting Your Profit
Example text
What significant investments have you made in yourself recently? What is in your professional library? How have you invested in the tools to help you become a better sales rep? How often do you attend training sessions to boost your knowledge? How often do you read books or news pertaining to the sales profession? Investing in your knowledge is a critical part of your strategy for avoiding price objections. Refer to the sidebar “Build Your Knowledge Base” for a list of questions that are helpful to ask yourself.
What if your expectations are wrong? What if customers want something more than a cheap price? Is your heart deceiving you because you have miscalculated the buyer’s needs and wants? This chapter is about self-deception and reality. Once you realize how you and other salespeople have deceived yourselves into believing price is all that matters, you can begin to understand fully what the buyer needs and wants in a solution. Here are the major points covered in this chapter: A 22 How salespeople create their own misery when it comes to price What buyers really want in a solution Buyers Want More than a Cheap Price 23 This information will challenge some of your most fundamental beliefs about buyers’ priorities and put an end to the self-deception that causes you to cave in to price resistance.
Value shoppers stand back further than cost shoppers and price shoppers to view the full scope of the solution on their business. They ask these questions: What does this solution enable us to do today that we could not do yesterday? What problems can we now solve that we have not been able to solve in the past? What new opportunities can we pursue now that we have not been able to pursue in the past? These are value-oriented questions. The value shopper looks at the entire purchase as it affects him from cradle to grave.