WILEY Selling the Price Increase: The Ultimate B2B Field Guide for Raising Prices Without Losing Customers

After 30 years in sales and surviving 5 recessions in my professional life, I can tell you with 100% certainty that you work for one of two companies:1. A company that has already increased your prices2. A company that is on the verge of increasing your prices.Now the challenge is that most companies provide you with training on how to go out and get new clients but virtually none provide you with training on how to introduce a price increase AND keep a client. And that is the point of Jeb Blount's newest book Selling the Price Increase.This is not some theoretic tome, this is an Army Field Manual for successfully navigating the challenges that are these discussions. Jeb provides you with step-by-step approaches to handling the messaging, the conversations, the presentations, and dealing with the objections.To me, the most powerful part of the book is about helping you (or your team) deal with the emotions that are involved with having a difficult conversation. The line I love about confidence is "you have to be bigger on the inside than you are on the outside."The other great value this book provides is that it has specific coaching actions for managers to use to prepare their teams to successfully have these conversations. As I said, this is an Army Field Manual.So whether you work for a company that has already implemented a price increase and your team is struggling to deliver that message or your company is getting ready to, Selling the Price Increase is your guide to success.

Jeb Blount has created a new masterpiece in Selling the Price Increase. As he points out, increasing our prices is the quickest way to new revenue. But raising prices can be hazardous, risking the loss of business instead.In his new book, Jeb helps us understand the mechanics of raising prices in such a way that the clients agree it’s a fair move, and they’re happy to continue the relationship. Better yet, Jeb reduces it all to a repeatable, trainable process.No surprise, this is another great book from one of the top voices in sales today.

We’ve all noticed that everything is more expensive today. Our customers have seen price increases from their vendors and they intern have had to increase their own prices. This is part of doing business. So why are sales people always so afraid to mention a price increase. I’m sure they believe they will lose the deal and if they believe they will that will come through loud and clear. They are working from a scarcity mentality. Read Jeb’s book to learn how to navigate price increases, keep your customers happy and generate more profit.

This book is more than just about pricing, it is about also ensuring getting the basics right!

I was not that impressed just pages of repeating the same thing over and over.