A practical guide to successfully navigating the most important opportunity for increasing and improving profits for B2B businesses: price increases. Implementing price increases without losing customers yields huge returns! Effective price increase campaigns are much more effective at boosting revenue and generating profits than acquiring new customers. At the same time, price increase initiatives—whether broader or targeted at specific accounts—bring fear and anxiety to sales professionals and account managers responsible for selling them to clients.

In the book Selling the Price Increase: The Ultimate B2B Field Guide for Raising Prices Without Losing Customers, renowned sales trainer Jeb Blount reveals strategies, tactics, techniques, and frameworks that enable you to successfully master price increase initiatives. From crafting effective price increase messaging to protecting hard-earned relationships, handling common objections, and presenting the value you offer, this comprehensive guide walks you through every step of the price increase sales process.

In every chapter, you'll find practical exercises designed to help you master the price increase sales system. You'll learn how to navigate various price increase situations, pricing increase narratives and customer acceptance factors, how to neutralize major fears and concerns, and how to avoid critical missteps that can drive clients to your competitors.

Guidance for a repeatable process for confident price increase conversations and strategies for training and leading successful price increase initiatives are clearly outlined in this book. Selling the Price Increase is an essential handbook for sales professionals, account managers, customer success teams, and revenue leaders seeking an insightful roadmap in the world of price increases.

Pages: 352, Year of Publication: 0527, Dimensions: 14.7x14.7cm