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

Name: Selling the Price Increase: The Ultimate B2B Field Guide for Raising Prices Without Losing Customer
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مواصفات Selling the Price Increase: The Ultimate B2B Field Guide for Raising Prices Without Losing Customer

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مواصفات المنتج

الناشر: John Wiley & Sons Inc
رقم الكتاب المعياري الدولي 13: 9781119899297
رقم الكتاب المعياري الدولي 10: 111989929X
وصف الكتاب: A practical guide for successfully navigating the single greatest growth and profit improvement opportunity for B2B enterprises: price increasesThe 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 initiativeswhether broad-based or targeted to specific accountsstrike 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, youll 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.Youll learn:How to navigate multiple price increase scenarios: broad-based, targeted, non-negotiable, negotiable, defending, presenting, and askingThe eight price increase narratives and three drivers of customer price increase acceptanceHow to neutralize and get past the five big price increase fears and anxietiesHow to avoid the big mistakes that trigger resentment and drive customers into the arms of your competitorsThe 9-Box Risk-Profile Framework for targeting accounts for price increasesA repeatable process for confidently approaching price increase conversationsThe Five-Step Price Increase Messaging FrameworkProven frameworks for reducing resistance and handling price increase objectionsHow to negotiate profitable outcomes with high-risk profile accountsWinning strategies for coaching and leading successful price increase initiativesFollowing 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 clientsa who's who of the world's most prestigious organizationsright 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 essentialand nerve-wrackingworld of price increases.
عن المؤلف: 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. Read more
اللغة: English
الكاتب: Blount
Language: English
تاريخ النشر: 2022
عدد الصفحات: 352

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

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

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