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Author: Tom Reilly
Publisher:
ISBN: 9780944448144
Category :
Languages : en
Pages : 0
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Book Description
Crush Price Objections is Tom Reilly's sixth book. In this book, Reilly demonstrates his knowledge in two significant ways. First, he understands the problems salespeople experience in selling their products. Price objections are their number one obstacle.Second, Reilly demonstrates his knowledge by teaching salespeople how to hold the line of prices In a surprising twist, this content-rich book is as inspiring as it is informative. Reilly begins with some astounding data on buyer preferences. He illustrates the value of the salesperson to the customer.His comprehensive approach is easy to follow. Part One is preparing to sell in a price-sensitive market. Part Two is how to avoid price objections. Part Three is how to handle price objections.Crush Price Objections is literally filled with hundreds of simple, yet practical tips for salespeople. The list of forty-eight questions to ask buyers is worth the $19.95. In addition, Reilly offers over forty responses to price objections.
Author: Tom Reilly
Publisher:
ISBN: 9780944448144
Category :
Languages : en
Pages : 0
Get Book
Book Description
Crush Price Objections is Tom Reilly's sixth book. In this book, Reilly demonstrates his knowledge in two significant ways. First, he understands the problems salespeople experience in selling their products. Price objections are their number one obstacle.Second, Reilly demonstrates his knowledge by teaching salespeople how to hold the line of prices In a surprising twist, this content-rich book is as inspiring as it is informative. Reilly begins with some astounding data on buyer preferences. He illustrates the value of the salesperson to the customer.His comprehensive approach is easy to follow. Part One is preparing to sell in a price-sensitive market. Part Two is how to avoid price objections. Part Three is how to handle price objections.Crush Price Objections is literally filled with hundreds of simple, yet practical tips for salespeople. The list of forty-eight questions to ask buyers is worth the $19.95. In addition, Reilly offers over forty responses to price objections.
Author: Tom Reilly
Publisher: McGraw Hill Professional
ISBN: 0071702679
Category : Business & Economics
Languages : en
Pages : 193
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Book Description
Hold the line on price in every transaction—from the leading expert on Value-Added Selling! These days it seems like we’re always in a buyer’s market. But even at a time when the word value is usedinterchangeably with cheap and the Internet is a bargain hunter’s paradise, there are ways for sales professionalsto regain the upper hand. In Crush Price Objections, Tom Reilly, bestselling author of Value-AddedSelling, teaches field-tested tactics for engaging price shoppers and holding the line on declining profits. Itprovides tips and tactics for: Developing a price-objection counterattack before you meet with buyers Using questions and compelling presentations to move theconversation away from the subject of price Destroying price objections if they surface Understanding why and when to raise your prices Creating winning bids—on paper and online Crush Price Objections offers you the tactical support you need to focus specifically on price resistance inorder to attain maximum profit in the most challenging circumstances. Let Tom Reilly show you how to stophaggling—and start closing!
Author: Tom Reilly
Publisher: Mcgraw-hill
ISBN: 9780071664660
Category : Business & Economics
Languages : en
Pages : 192
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Book Description
Hold the line on price in every transaction— from the leading expert on Value-Added Selling! These days it seems like we’re always in a buyer’s market. But even at a time when the word value is used interchangeably with cheap and the Internet is a bargain hunter’s paradise, there are ways for sales professionals to regain the upper hand. In Crush Price Objections, Tom Reilly, bestselling author of Value-Added Selling, teaches field-tested tactics for engaging price shoppers and holding the line on declining profits. It provides tips and tactics for: Developing a price-objection counterattack before you meet with buyers Using questions and compelling presentations to move the conversation away from the subject of price Destroying price objections if they surface Understanding why and when to raise your prices Creating winning bids—on paper and online Crush Price Objections offers you the tactical support you need to focus specifically on price resistance in order to attain maximum profit in the most challenging circumstances. Let Tom Reilly show you how to stop haggling—and start closing!
Author: Stephan Schiffman
Publisher: McGraw Hill Professional
ISBN: 0071767371
Category : Business & Economics
Languages : en
Pages : 258
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Book Description
Turn common objections into BIG OPPORTUNITIES! It costs too much… We're switching to overseas vendors… Let me think about it… NO! You can do one of two things when a customer is reluctant to buy: You can back off or go in for the kill. 25 Toughest Sales Objections--and How to Overcome Them helps you choose which direction is the best approach and gives you the tools you need to defl ect that obstacle and make the sale. Bestselling author and renowned sales guru Stephan Schiffman has tapped into his decades of hands-on experience training sales professionals and has boiled his list of objections down to the top 25 most frustrating, universal issues. Through sample dialogues and occasionally humorous examples any salesperson can relate to, Schiffman provides the solutions to help turn any "No" into a done deal. At long last, the sales objection has met its match. Stephan Schiffman provides you with an arsenal that helps you combat any negative response and, in the process, turns perceptions of you from sales rep to ultimate problem solver.
Author: Anne Applebaum
Publisher: Anchor
ISBN: 0385536437
Category : History
Languages : en
Pages : 803
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Book Description
In the long-awaited follow-up to her Pulitzer Prize-winning Gulag, acclaimed journalist Anne Applebaum delivers a groundbreaking history of how Communism took over Eastern Europe after World War II and transformed in frightening fashion the individuals who came under its sway. At the end of World War II, the Soviet Union to its surprise and delight found itself in control of a huge swath of territory in Eastern Europe. Stalin and his secret police set out to convert a dozen radically different countries to Communism, a completely new political and moral system. In Iron Curtain, Pulitzer Prize-winning journalist Anne Applebaum describes how the Communist regimes of Eastern Europe were created and what daily life was like once they were complete. She draws on newly opened East European archives, interviews, and personal accounts translated for the first time to portray in devastating detail the dilemmas faced by millions of individuals trying to adjust to a way of life that challenged their every belief and took away everything they had accumulated. Today the Soviet Bloc is a lost civilization, one whose cruelty, paranoia, bizarre morality, and strange aesthetics Applebaum captures in the electrifying pages of Iron Curtain.
Author: Lawrence L. Steinmetz
Publisher: John Wiley & Sons
ISBN: 1118040619
Category : Business & Economics
Languages : en
Pages : 274
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Book Description
Praise for How to Sell at Margins Higher Than Your Competitor "This is the complete book for both new and experienced salespeople and business owners to learn and re-learn the essentials for success. How to Sell at Margins Higher Than Your Competitors emphasizes the pricing strategies and tactics to increase the market share and profits of any organization. This is a book that is as important to presidents as it is to salespeople." --Bill Scales, CEO, Scales Industrial Technologies, Inc. "As the largest service provider in our industry, we have a significant market advantage. However, we constantly walk the pricing tightrope because, as this book so clearly states, 'business is a game of margins . . . not a game of volume!'" --John K. Harris, CEO, JK Harris & Company, LLC "If you live and die on price, this book could be your only lifeline." --Tom Reilly, CSP, author of Value-Added Selling and Crush Price Objections "How to Sell at Margins Higher Than Your Competitors successfully illustrates profitable sales truths to assist us in selling for maximum return. This book's well-researched, logical, and affirming words validate the simple fact that as a premium company we deserve premium margins. So, while our competitors reduce or match prices out of fear and scarcity, our managers, thanks to this powerful sales tool, can continue quoting and closing with profitable confidence." --Joe Bracket, President, Power Equipment Company "I learned a long time ago that it is pretty difficult to control what my competitors will do, but we must control what we do--like maintaining margins. This book is a 'wow!' that will help my salesmen crack bad habits. Sales organizations should design their entire training programs around the content in this book." --George C. Giessing, President, Brusco-Rich, Inc. "This energizing book is the 'right stuff' for every sales force. It should be a required study for every executive and sales professional who seeks to be successful." --David R. Little, Chairman and CEO, DXP Enterprises, Inc.
Author: Tom Reilly
Publisher: Tata McGraw-Hill Education
ISBN: 9780071067171
Category :
Languages : en
Pages : 0
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Book Description
Author: Jeb Blount
Publisher: John Wiley & Sons
ISBN: 1119144760
Category : Business & Economics
Languages : en
Pages : 311
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Book Description
Ditch the failed sales tactics, fill your pipeline, and crush your number With over 500,000 copies sold Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects. Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels. This book reveals the secrets, techniques, and tips of top earners. You’ll learn: Why the 30-Day Rule is critical for keeping the pipeline full Why understanding the Law of Replacement is the key to avoiding sales slumps How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection The 5 C’s of Social Selling and how to use them to get prospects to call you How to use the simple 5 Step Telephone Framework to get more appointments fast How to double call backs with a powerful voice mail technique How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond How to get text working for you with the 7 Step Text Message Prospecting Framework And there is so much more! Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities. In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales. Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller-coaster for good!
Author: Paul Reilly
Publisher: McGraw Hill Professional
ISBN: 126426657X
Category : Business & Economics
Languages : en
Pages : 289
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Book Description
An indispensable guide to thriving in a challenging sales environment As a sales professional, you know that it’s harder to sell in tough times—whether it’s a recession, industry-wide challenge, or global pandemic. You may also have noticed that some salespeople and managers not only survive, but thrive through tough times. How do they do it? What do they do to thrive through adversity? Paul Reilly explains it all in Selling Through Tough Times: Customers buy differently in tough times, so salespeople need to sell differently in tough times. In this eye-opening and indispensable guide, he shows how to develop the right mindset and adapt your skills to prevail in even the most challenging selling climate. His plan includes both immediate, hands-on action plans (including six Daily Mental Flex activities) as well as longer-range strategies to ensure you (and your team) never get caught on the back foot again. While the principals of selling are constant, Reilly demonstrates how changing your tactics in tough times will not only help you through current difficulties, but help you emerge stronger. You’ll discover how to redefine value in customer terms, reposition products and services, and how to employ different persuasion tactics. You’ll also learn how to select and pursue the right opportunities, win more deals, and—crucially—protect profit by embracing the “tough timers” mental attitude. Tough times are inevitable and often unpredictable. But in Selling Through Tough Times, you’ll find the tools and mindset you need to power through them—and come out on top.
Author: Anthony Iannarino
Publisher: Penguin
ISBN: 0735211698
Category : Business & Economics
Languages : en
Pages : 241
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Book Description
“Always be closing!” —Glengarry Glen Ross, 1992 “Never Be Closing!” —a sales book title, 2014 “?????” —salespeople everywhere, 2017 For decades, sales managers, coaches, and authors talked about closing as the most essential, most difficult phase of selling. They invented pushy tricks for the final ask, from the “take delivery” close to the “now or never” close. But these tactics often alienated customers, leading to fads for the “soft” close or even abandoning the idea of closing altogether. It sounded great in theory, but the results were often mixed or poor. That left a generation of salespeople wondering how they should think about closing, and what strategies would lead to the best possible outcomes. Anthony Iannarino has a different approach geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall. Iannarino addressed this in a chapter of The Only Sales Guide You’ll Ever Need—which he thought would be his only book about selling. But he discovered so much hunger for guidance about closing that he’s back with a new book full of proven tactics and useful examples. The Lost Art of Closing will help you win customer commitment at ten essential points along the purchase journey. For instance, you’ll discover how to: · Compete on value, not price, by securing a Commitment to Invest early in the process. · Ask for a Commitment to Build Consensus within the client’s organization, ensuring that your solution has early buy-in from all stakeholders. · Prevent the possibility of the sale falling through at the last minute by proactively securing a Commitment to Resolve Concerns. The Lost Art of Closing will forever change the way you think about closing, and your clients will appreciate your ability to help them achieve real change and real results.\
