Preiserhöhungen verkaufen

Price increase initiatives - whether broad-based or targeted at specific customers - scare most of the sales professionals and account managers who are supposed to sell them to their clients. Raising prices on customers is high on the list of things salespeople hate to do because they fear price increases will reduce sales volume or open the door to competition. But when you sell effectively, customers accept price increases, stay loyal and often even buy more.
In his new book, renowned sales trainer Jeb Blount reveals the strategies, tactics, techniques and frameworks salespeople can use to successfully master price increase initiatives. From crafting effective price increase messages to protecting hard-won relationships and dealing with common objections to making the case for the value they offer, this comprehensive guide walks salespeople through every step of the price increase sales process.
In each chapter, readers will find practical exercises to help them master the "selling a price increase" system. With each new chapter, they will gain more and more confidence in their ability to successfully engage customers in price increase conversations.
The book is an indispensable handbook for sales professionals, account managers, customer success teams and other revenue generation team leaders looking for an exciting and insightful guide to navigating the important - and nerve-wracking - world of price increases.