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

In Selling the Price Increase, 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 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; and much more.


Forfatter:

  • Jeb Blount

Oppleser:

  • Jeb Blount

Format:

  • Lydbok

Varighet:

  • 6 h 55 min

Språk:

engelsk

Kategorier:

  • Business
  • Ledelse

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  3. Sales EQ : How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal

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  8. Virtual Training : The Art of Conducting Powerful Virtual Training that Engages Learners and Makes Knowledge Stick

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  10. Virtual Selling : A Quick-Start Guide to Leveraging Video Based Technology to Engage Remote Buyers and Close Deals Fast

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  11. People Follow You : The Real Secret to What Matters Most in Leadership

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