May 17th 2022
Selling the Price Increase. The ultimate field guide to raising prices without losing customers. Jeb Blount
Selling the Price Increase. The ultimate field guide to raising prices without losing customers. Jeb Blount. 2022. Jeb is a volume sales writer, who puts out really good sales books each year. I am a fan of his work and the content he religiously posts on LinkedIn etc. This book is slightly different as it addresses one prickly (to some sales people) topic. Jeb does his usual thorough analysis of the issue and then presents a step-by-step guide of how and what to do. (IMHO this is also a decent method for dealing with any angry customer.) Along with this you get a good dose of Jeb’s general guide to selling. My takeaway is that if you are a valued sales person to the client, then price increases can be communicated openly and received well. Very useful book for any sales person especially the young ones. We all need to be reminded of the bottom-line contribution of a price increase
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Category: Sales, Sales Effectiveness
