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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
From Status Quo to Status GROW®
Todd Cohen
From Status Quo to Status GROW®” is an engaging and action-oriented book by Todd Cohen. It is the fourth installment in the “Everyone’s in Sales” series of business books. This book emphasizes the “everyone’s in sales” mindset through the perspectives of professional and personal leadership. The fact is that everyone is involved in sales, and everyone has the potential to be a leader—it's YOUR choice! While sales training is designed for the sales team, fostering a sales culture is essential for the entire company, ensuring that it remains competitive and profitable.
