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Recommendation
In the B2B realm, customers and salespeople both hate one thing: price increases. Customers hate them because it means paying more for products and services; salespeople hate them because rising costs make their job tougher. Veteran sales author Jeb Blount explains strategies salespeople can use to minimize their customers’ pain. Salespeople can justify increases with superior account management, wise psychological approaches, proactive conversations or targeted business case presentations – all designed to prevent customers from changing vendors. Blount details these stratagems and more for salespeople who must exercise finesse to persuade clients to accept price increases.
Take-Aways
About the Author
Jeb Blount, founder and CEO of Sales Gravy and SalesGravy.com, has written seven books including Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling; Virtual Selling: A Quick-Start Guide to Leveraging Video, Technology, and Virtual Communication Channels to Engage Remote Buyers and Close Deals Fast; and Selling in a Crisis: 55 Ways to Stay Motivated and Increase Sales in Volatile Times.
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