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.
General
Imprint: |
John Wiley & Sons
|
Country of origin: |
United States |
Release date: |
June 2022 |
First published: |
2022 |
Authors: |
J. Blount
|
Dimensions: |
226 x 142 x 25mm (L x W x T) |
Format: |
Hardcover
|
Pages: |
352 |
ISBN-13: |
978-1-119-89929-7 |
Categories: |
Books >
Business & Economics >
Business & management >
General
|
LSN: |
1-119-89929-X |
Barcode: |
9781119899297 |
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