John Wiley & Sons Selling the Price Increase Cover A practical guide for successfully navigating the single greatest growth and profit improvement oppo.. Product #: 978-1-119-89929-7 Regular price: $25.14 $25.14 In Stock

Selling the Price Increase

The Ultimate B2B Field Guide for Raising Prices Without Losing Customers

Blount, Jeb

Jeb Blount


1. Edition August 2022
352 Pages, Hardcover
General Reading

ISBN: 978-1-119-89929-7
John Wiley & Sons

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A practical guide for successfully navigating the single greatest growth and profit improvement opportunity for B2B enterprises: price increases

The 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 initiatives--whether broad-based or targeted to specific accounts--strike 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, 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 neutralize and get past the five big price increase fears and anxieties
* 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
* Proven frameworks for reducing resistance and handling price increase objections
* How to negotiate profitable outcomes with high-risk profile accounts
* Winning strategies for coaching and leading successful price increase initiatives

Following 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 clients--a who's who of the world's most prestigious organizations--right 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 essential--and nerve-wracking--world of price increases.

Foreword by Victor Antonio


Part One: Disrupt the Mindset of Fear

Chapter 1 Price Increase Challenges

Chapter 2 The Five Fears

Chapter 3 Awareness and the Origin of Fear

Chapter 4 Developing Emotional Self-Control

Chapter 5 Stop Worrying, Start Preparing

Part Two: Protect Customer Relationships

Chapter 6 Relationships Matter

Chapter 7 Triggering Resentment and Contempt

Chapter 8 Wait, I Don't Even Know You!

Chapter 9 Price Increases When You Have All the Power

Chapter 10 Make Breaking Up Hard to Do

Part Three: Approaching Price Increase Conversations

Chapter 11 The Three Approaches to Price Increase Conversations

Chapter 12 Defending Price Increases: Between a Rock and a Hard Place

Chapter 13 The Price Increase Sales Process

Chapter 14 The Price Increase Risk Profile

Chapter 15 Planning the Price Increase Conversation

Chapter 16 Set the Stage

Part Four: Making Your Case

Chapter 17 Message Matters

Chapter 18 Influencing Price Increase Acceptance

Chapter 19 The Eight Price Increase Narratives

Chapter 20 The Price Increase Because Statement

Chapter 21 The Formal Price Increase Business Case

Part Five: Closing, Handling Objections, and Negotiating

Chapter 22 Closing

Chapter 23 The Ledge Technique

Chapter 24 Four Techniques for Handling Price Increase Objections

Chapter 25 Negotiating the Price Increase: D.E.A.L. Framework

Chapter 26 Discover

Chapter 27 Explain

Chapter 28 Protect the Points

Chapter 29 Align and Lock

Part Six: Leading and Coaching Price Increase Initiatives

Chapter 30 The Battle Begins

Chapter 31 Leading Price Increase Initiatives

Chapter 32 Managing Price Increases

Chapter 33 Coaching Price Increases

About the Author
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.