Crush Price Objections: Sales Tactics for Holding Your Ground and Protecting Your Profit Book

Preface: I Want to Help You Get Your Price v

Part I You Can Be a Dragon Slayer 1

1 Facing Reality 3

2 Factors That Affect Price Sensitivity 10

3 Price Shoppers 17

4 Buyers Want More than a Cheap Price 22

5 Competing on Price 28

6 Price and Value 34

Part II The Shortest Distance Between Two Points is a Straight Line 39

7 Preparing to Sell in a Price-Sensitive Market 41

8 Preemptive Probing 50

9 Presenting Your Solution 60

Part III You Can Persist When They Resist 71

10 Handling Objections 73

11 Price Precepts 83

12 Four-Step Price Objections Response Model? 90

13 Responding to Price-Based Money Objections 99

14 Responding to Cost-Based Money Objections 109

15 Responding to Value-Based Money Objections 115

16 Responding to Game-Based Money Objections 128

17 Responding to Procedural-Based Money Objections 137

Part IV Lagniappe 143

18 Developing a Discount Discipline 145

19 Raising Prices 156

20 Competitive Bidding 169

21 Final Thoughts 176

Index 179