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

ISBN-13: 9781119899297 / Angielski / Twarda / 2022 / 352 str.

Jeb Blount

Spis treści

Preface: A Tactical Field Guide and System for Selling Price Increases xiForeword by Victor Antonio xvAcknowledgments xviiPart I Disrupt the Mindset of Fear 1Chapter 1 Sales Professionals Hate Price Increases 3Chapter 2 The Five Fears 11Chapter 3 Awareness and the Origin of Fear 17Chapter 4 Developing Emotional Self- Control 23Chapter 5 Stop Worrying, Start Preparing 35Part II Protect Customer Relationships 43Chapter 6 Relationships Matter 45Chapter 7 Triggering Resentment and Contempt 53Chapter 8 Wait, I Don't Even Know You! 65Chapter 9 Price Increases When You Have All the Power 73Chapter 10 Make Breaking Up Hard to Do 79Part III Approaching Price Increase Conversations 89Chapter 11 The Three Approaches to Price Increase Conversations 91Chapter 12 Defending Price Increases: Between a Rock and a Hard Place 99Chapter 13 The Price Increase Sales Process 117Chapter 14 The Price Increase Risk Profile 127Chapter 15 Planning the Price Increase Conversation 141Chapter 16 Set the Stage 145Part IV Making Your Case 157Chapter 17 Message Matters 159Chapter 18 Influencing Price Increase Acceptance 175Chapter 19 The Eight Price Increase Narratives 183Chapter 20 The Price Increase Because Statement 193Chapter 21 The Formal Price Increase Business Case 203Part V Closing, Handling Objections, and Negotiating 221Chapter 22 Closing 223Chapter 23 The Ledge Technique 227Chapter 24 Four Techniques for Handling Price Increase Objections 233Chapter 25 Negotiating the Price Increase: D.E.A.L. Framework 241Chapter 26 Discover 247Chapter 27 Explain 253Chapter 28 Protect the Points 259Chapter 29 Align and Lock 265Part VI Leading and Coaching Price Increase Initiatives 277Chapter 30 The Battle Begins 279Chapter 31 Leading Price Increase Initiatives 287Chapter 32 Managing Price Increases 293Chapter 33 Coaching Price Increases 303About the Author 313Training, Workshops, and Speaking 315Notes 317Index 321

O autorze

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.