Complete Story
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
Facing the Forces of Change: Reimagining Distribution in a Connected World
Guy Bissett
Facing the Forces of Change® is the only major research study analyzing the future of wholesale distribution within multiple lines of trade. Since its inception in 1982, the landmark Facing the Forces of Change® series continues to provide insights about the overall future of wholesale distribution and the role of wholesaler-distributors.
