Selling the Price Increase: The Ultimate B2B Field Guide for Raising Prices Without Losing Customers

Selling the Price Increase: The Ultimate B2B Field Guide for Raising Prices Without Losing Customers is a practical guide for successfully navigating the single greatest growth and profit improvement opportunity for B2B enterprises: price increases. It reveals the strategies, tactics, techniques, and frameworks that allow you to 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.

Format: Hardback
Length: 352 pages
Publication date: 16 August 2022
Publisher: John Wiley & Sons Inc

The single greatest growth and profit improvement opportunity for B2B enterprises is price increases, which can be highly effective in boosting topline revenue and generating profits. However, sales professionals and account managers often fear implementing price increases, as they worry about reducing sales volume or losing customers to competitors. In Selling the Price Increase: The Ultimate B2B Field Guide for Raising Prices Without Losing Customers, celebrated sales trainer Jeb Blount reveals strategies, tactics, techniques, and frameworks to help businesses successfully master price increase initiatives. The book walks readers through each step of the price increase sales process, from crafting effective price increase messages to protecting hard-won relationships, handling common objections, and making the case for the value they deliver. Each chapter includes practical exercises designed to help readers master the Selling the Price Increase system, and as they dive into these powerful insights, they will gain greater confidence in their ability to engage customers in price increase conversations. The book also provides valuable insights into how to navigate multiple pricing tiers, how to communicate price increases effectively, and how to ensure that customers perceive the value of the products or services they are purchasing. By implementing these strategies, businesses can increase their profitability and compete more effectively in the market.

Weight: 578g
Dimension: 149 x 223 x 27 (mm)
ISBN-13: 9781119899297