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10/11/2024
019. Crush Price Objections (afternoon)
Instructor: Paul Reilly
Level of Complexity: Intermediate
1:30 PM - 4:00 PM
Price objections were the spark that ignited the Value-Added Selling revolution. Even though price objections remain the number one objection salespeople encounter on a daily basis, salespeople are woefully unprepared to deal with them. This results in price-sensitive customers out-negotiating salespeople. You win price wars one price battle at a time. Crush Price Objections arms salespeople with the tactical knowledge they need to prevail in price negotiations—to persist when buyers resist. The specific focus of this program is dealing with price-sensitive customers and protecting margins.
Learning Objectives:
- Describe the number one reason customers object to price.
- Classify the five different types of price objections.
- List three strategies to gain a pre-emptive selling advantage.
- Demonstrate seven ways to respond to any price objection.
Bookstore
5 Fundamentals for the Wholesale Distribution Branch Manager
Jim Ambrose
This 5 Fundamentals for the Wholesale Distribution Branch Manager, Second Edition is the classic step-by-step guide to helping branch managers improve their business and leadership skills. “If winning means profitable market share and profitable market share growth, then developing the branch manager is essential to a company’s success,” he says.
