Selling the Price Increase
The Ultimate B2B Field Guide for Raising Prices Without Losing Customers
by:
Jeb Blount
Summary:
The book provides strategies and techniques for sales professionals to effectively communicate and negotiate price increases with their B2B customers, aiming to maintain positive relationships and customer retention. It covers the psychological aspects of pricing, preparation for the price increase conversation, and practical tips for overcoming objections and securing agreement.
Key points:
1. Value Justification: Emphasize how the product's benefits justify the cost and the need for a price hike to maintain quality.
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