Crush Price Objections: Sales Tactics for Holding Your Ground and Protecting Your Profit (Paperback)

Table of Contents

Part One: You and the Buyer

Chapter One: You, The Seller
Chapter Two: What Buyers Really Want

Part Two: How to Avoid Price Objections

Chapter Three: Preparation
Chapter Four: Information Gathering
Chapter Five: Information Giving

Part Three: How to Handle Price Objections

Chapter Six: The Pre-emptive Approach
Chapter Seven: Changing the Conversation
Chapter Eight: Handling Objections
Chapter Nine: Recognizing Price Objections
Chapter Ten: Responding Price Objections
Chapter Eleven: Developing a Discount Discipline
Chapter Twelve: Raising Prices
Chapter Thirteen: Win/Win Negotiating
Chapter Fourteen: Where to From Here?