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Selling the Price Increase
The Ultimate B2B Field Guide for Raising Prices Without Losing Customers
Series: Jeb Blount
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Selling the Price Increase
$5499
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Unavailable
Book Hero Magic created this recommendation. While it's new and still learning, it may not be perfect - your feedback is welcome! IS THIS YOUR NEXT READ?
Book Hero Magic formatted this description to make it easier to read. While it's new and
still learning, it may not be perfect - your
feedback is welcome!
Description
A practical guide for successfully navigating the single greatest growth and profit improvement opportunity for B2B enterprises: price increases
The payoff for implementing price increases without losing customers is massive! Effective price increase campaigns are far more effective at boosting topline revenue and generating profits than acquiring new customers.
The problem is that price increase initiatives—whether broad-based or targeted to specific accounts—strike fear and anxiety into the hearts of sales professionals and account managers who are tasked with selling them to their customers. Approaching customers with price increases sits at the tip top of the pantheon of things salespeople hate to do because they fear that raising prices will reduce sales volume or open the door to competitors.
Yet, when sold effectively, customers accept price increases, remain loyal, and often buy even more.
In Selling the Price Increase: The Ultimate B2B Field Guide for Raising Prices Without Losing Customers, celebrated sales trainer Jeb Blount reveals the strategies, tactics, techniques, and frameworks that allow you to successfully master price increase initiatives. From crafting effective price increase messages to protecting hard-won relationships, handling common objections, and making the case for the value you deliver, this comprehensive guide walks you through each step of the price increase sales process.
In each chapter, you’ll find practical exercises designed to help you master the Selling the Price Increase system. As you dive into these powerful insights, and with each new chapter, you'll gain greater and greater confidence in your ability to successfully engage customers in price increase conversations.
You’ll learn:
- How to navigate multiple price increase scenarios: broad-based, targeted, non-negotiable, negotiable, defending, presenting, and asking
- The eight price increase narratives and three drivers of customer price increase acceptance
- How to neutralize and get past the five big price increase fears and anxieties
- How to avoid the big mistakes that trigger resentment and drive customers into the arms of your competitors
- The 9-Box Risk-Profile Framework for targeting accounts for price increases
- A repeatable process for confidently approaching price increase conversations
- The Five-Step Price Increase Messaging Framework
- Proven frameworks for reducing resistance and handling price increase objections
- How to negotiate profitable outcomes with high-risk profile accounts
- Winning strategies for coaching and leading successful price increase initiatives
Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting, Sales EQ, Objections, Inked, and Virtual Selling, Jeb Blount's Selling the Price Increase puts the same strategies employed by his clients—a who's who of the world's most prestigious organizations—right into your hands.
Selling the Price Increase is an essential handbook for sales professionals, account managers, customer success teams, and other revenue generation leaders looking for a page-turning and insightful roadmap to navigating the essential—and nerve-wracking—world of price increases.
Series: Jeb Blount
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Selling the Price Increase
A practical guide for successfully navigating the single greatest growth and profit improvement opportunity for B2B enterprises: price increases The payoff for implementing price increases without losing customers is massive! Effective price increase campaigns are far more effective at boosting topline revenue and generating profits than acquiring new customers. The problem is that price increase initiatives—whether broad-based or targeted to...Hardback$5499Unit price /UnavailableAvailableShips in 3-4 weeks -
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Book Hero Magic summarised reviews for this book. While it's new and still learning, it may not be perfect - your feedback is welcome! HOW HAS THIS BEEN REVIEWED?
Selling the Price Increase by Jeb Blount is well-received for its practical advice on negotiation strategies and managing delicate customer interactions during pricing changes. Reviewers appreciate its actionable techniques and the author's engaging writing style, which makes complex sales concepts accessible. The book is recommended for sales professionals seeking effective ways to communicate value and maintain client relationships amidst price adjustments.
Book Details
INFORMATION
ISBN: 9781119899297
Publisher: John Wiley & Sons Inc
Format: Hardback
Date Published: 16 August 2022
Country: United States
Imprint: John Wiley & Sons Inc
Audience: General / adult
DIMENSIONS
Spine width: 33.0mm
Width: 147.0mm
Height: 224.0mm
Weight: 476g
Pages: 352
About the Author
JEB BLOUNT is an acclaimed trainer and international bestselling author of fourteen books, including, Virtual Training, Virtual Selling,Fanatical Prospecting, Sales EQ, People Follow You, and Inked. Through his global training organization Sales Gravy, Jeb and his team help companies of all sizes accelerate sales productivity and revenue growth fast.
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