{"product_id":"selling-the-price-increase-9781119899297","title":"Selling the Price Increase","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eA 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 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, 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 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 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 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.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003e\u003cbr\u003e Preface: A Tactical Field Guide and System for Selling Price Increases xi\u003c\/p\u003e \u003cp\u003eForeword by Victor Antonio xv\u003c\/p\u003e \u003cp\u003eAcknowledgments xvii\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart I Disrupt the Mindset of Fear 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 1 Sales Professionals Hate Price Increases 3\u003c\/p\u003e \u003cp\u003eChapter 2 The Five Fears 11\u003c\/p\u003e \u003cp\u003eChapter 3 Awareness and the Origin of Fear 17\u003c\/p\u003e \u003cp\u003eChapter 4 Developing Emotional Self- Control 23\u003c\/p\u003e \u003cp\u003eChapter 5 Stop Worrying, Start Preparing 35\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart II Protect Customer Relationships 43\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 6 Relationships Matter 45\u003c\/p\u003e \u003cp\u003eChapter 7 Triggering Resentment and Contempt 53\u003c\/p\u003e \u003cp\u003eChapter 8 Wait, I Don’t Even Know You! 65\u003c\/p\u003e \u003cp\u003eChapter 9 Price Increases When You Have All the Power 73\u003c\/p\u003e \u003cp\u003eChapter 10 Make Breaking Up Hard to Do 79\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart III Approaching Price Increase Conversations 89\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 11 The Three Approaches to Price Increase Conversations 91\u003c\/p\u003e \u003cp\u003eChapter 12 Defending Price Increases: Between a Rock and a Hard Place 99\u003c\/p\u003e \u003cp\u003eChapter 13 The Price Increase Sales Process 117\u003c\/p\u003e \u003cp\u003eChapter 14 The Price Increase Risk Profile 127\u003c\/p\u003e \u003cp\u003eChapter 15 Planning the Price Increase Conversation 141\u003c\/p\u003e \u003cp\u003eChapter 16 Set the Stage 145\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart IV Making Your Case 157\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 17 Message Matters 159\u003c\/p\u003e \u003cp\u003eChapter 18 Influencing Price Increase Acceptance 175\u003c\/p\u003e \u003cp\u003eChapter 19 The Eight Price Increase Narratives 183\u003c\/p\u003e \u003cp\u003eChapter 20 The Price Increase Because Statement 193\u003c\/p\u003e \u003cp\u003eChapter 21 The Formal Price Increase Business Case 203\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart V Closing, Handling Objections, and Negotiating 221\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 22 Closing 223\u003c\/p\u003e \u003cp\u003eChapter 23 The Ledge Technique 227\u003c\/p\u003e \u003cp\u003eChapter 24 Four Techniques for Handling Price Increase Objections 233\u003c\/p\u003e \u003cp\u003eChapter 25 Negotiating the Price Increase: D.E.A.L. Framework 241\u003c\/p\u003e \u003cp\u003eChapter 26 Discover 247\u003c\/p\u003e \u003cp\u003eChapter 27 Explain 253\u003c\/p\u003e \u003cp\u003eChapter 28 Protect the Points 259\u003c\/p\u003e \u003cp\u003eChapter 29 Align and Lock 265\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart VI Leading and Coaching Price Increase Initiatives 277\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 30 The Battle Begins 279\u003c\/p\u003e \u003cp\u003eChapter 31 Leading Price Increase Initiatives 287\u003c\/p\u003e \u003cp\u003eChapter 32 Managing Price Increases 293\u003c\/p\u003e \u003cp\u003eChapter 33 Coaching Price Increases 303\u003c\/p\u003e \u003cp\u003eAbout the Author 313\u003c\/p\u003e \u003cp\u003eTraining, Workshops, and Speaking 315\u003c\/p\u003e \u003cp\u003eNotes 317\u003c\/p\u003e \u003cp\u003eIndex 321\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":49407186436439,"sku":"9781119899297","price":18.69,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781119899297.jpg?v=1730498479","url":"https:\/\/bookcurl.com\/products\/selling-the-price-increase-9781119899297","provider":"Book Curl","version":"1.0","type":"link"}