{"product_id":"selling-the-price-increase-isbn-9781119899297","title":"Selling the Price Increase","description":"\u003cp\u003e\u003cb\u003eA practical guide for successfully navigating the single greatest growth and profit improvement opportunity for B2B enterprises: price increases\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe 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.\u003c\/p\u003e \u003cp\u003eThe 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.\u003c\/p\u003e \u003cp\u003eYet when sold effectively, customers accept price increases, remain loyal, and often buy even more.\u003c\/p\u003e \u003cp\u003eIn \u003ci\u003eSelling the Price Increase: The Ultimate B2B Field Guide for Raising Prices Without Losing Customers\u003c\/i\u003e, 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.\u003c\/p\u003e \u003cp\u003eIn each chapter, you’ll find practical exercises designed to help you master the \u003ci\u003eSelling the Price Increase \u003c\/i\u003esystem. 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.\u003c\/p\u003e \u003cp\u003eYou’ll learn:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eHow to navigate multiple price increase scenarios: \u003ci\u003ebroad-based, targeted, non-negotiable, negotiable, defending, presenting, \u003c\/i\u003eand \u003ci\u003easking\u003c\/i\u003e\n\u003c\/li\u003e \u003cli\u003eThe eight price increase narratives and three drivers of customer price increase acceptance\u003c\/li\u003e \u003cli\u003eHow to neutralize and get past the five big price increase fears and anxieties\u003c\/li\u003e \u003cli\u003eHow to avoid the big mistakes that trigger resentment and drive customers into the arms of your competitors\u003c\/li\u003e \u003cli\u003eThe 9-Box Risk-Profile Framework for targeting accounts for price increases\u003c\/li\u003e \u003cli\u003eA repeatable process for confidently approaching price increase conversations\u003c\/li\u003e \u003cli\u003eThe Five-Step Price Increase Messaging Framework\u003c\/li\u003e \u003cli\u003eProven frameworks for reducing resistance and handling price increase objections\u003c\/li\u003e \u003cli\u003eHow to negotiate profitable outcomes with high-risk profile accounts\u003c\/li\u003e \u003cli\u003eWinning strategies for coaching and leading successful price increase initiatives\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eFollowing in the footsteps of his blockbuster bestsellers \u003ci\u003eFanatical Prospecting\u003c\/i\u003e, \u003ci\u003eSales EQ\u003c\/i\u003e, \u003ci\u003eObjections\u003c\/i\u003e, \u003ci\u003eInked\u003c\/i\u003e, and \u003ci\u003eVirtual Selling\u003c\/i\u003e, Jeb Blount's \u003ci\u003eSelling the Price Increase\u003c\/i\u003e puts the same strategies employed by his clients—a who's who of the world's most prestigious organizations—right into your hands.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eSelling the Price Increase \u003c\/i\u003eis 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.\u003c\/p\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 \u003cp\u003e\u003cb\u003eJEB BLOUNT\u003c\/b\u003e is an acclaimed trainer and international bestselling author of fourteen books, including,\u003ci\u003e Virtual Training, Virtual Selling,Fanatical Prospecting, Sales EQ, People Follow You\u003c\/i\u003e, and \u003ci\u003eInked. \u003c\/i\u003eThrough his global training organization Sales Gravy, Jeb and his team help companies of all sizes accelerate sales productivity and revenue growth fast.\u003c\/p\u003e  \u003cp\u003ePrice increases are the fastest, most effective means of increasing revenue and profits. They also strike fear and anxiety into the hearts of salespeople everywhere who worry that they’ll lose customers, forfeit orders, spark conflict, and have difficulty answering the common customer objection, “Why should I pay more for the exact same thing?” Yet when sold effectively, customers accept price increases, remain loyal, and often buy even more. \u003c\/p\u003e \u003cp\u003eIn \u003ci\u003eSelling the Price Increase: The Ultimate B2B Field Guide for Raising Prices Without Losing Customers,\u003c\/i\u003e renowned sales strategist, leader, and bestselling author Jeb Blount demonstrates the strategies, techniques, and tactics you need to successfully approach customers with price increases. \u003c\/p\u003e\u003cp\u003eFrom crafting effective price increase messages to protecting hard-won relationships, handling common objections, and making the case for the value you deliver, he walks you through each step of the price increase sales process. You’ll also discover the three drivers of customer acceptance and the eight powerful narratives that reduce resistance and compel even the most price-sensitive customers to accept your price increase.  \u003c\/p\u003e\u003cp\u003eIn each chapter, you’ll find practical exercises designed to help you master the \u003ci\u003eSelling the Price Increase system.\u003c\/i\u003e You’ll learn: \u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eHow to navigate multiple price increase scenarios: broad-based, targeted, non-negotiable, negotiable, defending, presenting, and asking\u003c\/li\u003e \u003cli\u003e How to avoid the big mistakes that cause you to lose customers\u003c\/li\u003e \u003cli\u003e The 9-Box Risk-Profile Framework for targeting accounts for price increases\u003c\/li\u003e \u003cli\u003eA repeatable process for confidently approaching price increase conversations\u003c\/li\u003e \u003cli\u003e Proven frameworks for handling price increase objections\u003c\/li\u003e \u003cli\u003eAnd much more . . .\u003c\/li\u003e\n\u003c\/ul\u003e \u003cp\u003eAs 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. \u003c\/p\u003e\u003cp\u003eFollowing in the footsteps of his blockbuster bestsellers \u003ci\u003eFanatical Prospecting, Sales EQ, Objections, Inked, and Virtual Selling, \u003c\/i\u003eJeb 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.  \u003c\/p\u003e\u003cp\u003e\u003cb\u003eTHE DEFINITIVE FIELD GUIDE FOR SELLING PRICE INCREASES FROM THE MASTER OF B2B SALES STRATEGY\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe payoff for implementing price increases without losing customers is massive! Effective price increase campaigns are far more effective at boosting top-line revenue and generating profits than acquiring new customers. \u003c\/p\u003e\u003cp\u003eThe problem is that 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. \u003c\/p\u003e\u003cp\u003eBut price increases don’t have be a sales minefield. Customers will readily accept them and keep buying more when approached the right way. \u003c\/p\u003e\u003cp\u003e\u003ci\u003eSelling the Price Increase: The Ultimate B2B Field Guide for Raising Prices Without Losing Customers \u003c\/i\u003eis filled with concrete strategies and tactics for knowing which accounts to target, crafting effective price increase messages, making the case for the value you deliver, and handling common objections. \u003c\/p\u003e\u003cp\u003eThis comprehensive, practical, no-nonsense guide is exactly what you’ve been looking for to turn you and your team into a price increase machine. It will give you the tools and frameworks you need to reduce resistance, eliminate conflict, and confidently handle any price increase conversation without putting your accounts at risk. \u003c\/p\u003e\u003cp\u003e\u003ci\u003eSelling the Price Increase \u003c\/i\u003eis an essential handbook for sales professionals, account managers, customer success teams, and other revenue generation leaders looking for a page-turning and insightful road map to navigating the essential—and nerve-wracking—world of price increases.\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990004842725,"sku":"NP9781119899297","price":29.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781119899297.jpg?v=1761786185","url":"https:\/\/k12savings.com\/products\/selling-the-price-increase-isbn-9781119899297","provider":"K12savings","version":"1.0","type":"link"}