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
Rapid Teamwork
Sean Glaze
In modern organizations, there seems to be a revolving door of new projects and new teammates. The challenge is seldom about strategy. Leaders struggle because they don’t have a process for bringing diverse individuals together as a collaborative team.
Rapid Teamwork tells the story of Greg Sharpe, a manager whose team has been underachieving and struggling with a few issues.
What he and his executive team experience during an unusual rafting retreat is a lesson on how to become a more productive team quickly – creating a more unified workforce.
