The Sales Podcast With Wes Schaeffer, The Sales Whisperer® It's Oh So Nice To Raise Your Price: Jeb Blount Shares How
The Sales Podcast: Jeb Blount (Part 3) | How to Raise Prices Without Losing Customers
In this third interview of the series, Jeb Blount, sales expert and best-selling author, returns to The Sales Podcast to discuss his latest book, Selling the Price Increase: The Ultimate B2B Field Guide for Raising Prices Without Losing Customers.
Jeb shares essential strategies for navigating the often-difficult task of raising prices while retaining clients. Learn how to communicate value, handle objections, and successfully implement price increases without jeopardizing customer relationships.
Key Takeaways:
• How to frame price increases in a way that minimizes customer pushback
• Proven tactics for selling value and avoiding price negotiations
• Managing difficult conversations and overcoming objections
• Jeb’s step-by-step guide to executing a successful price increase campaign
About Jeb Blount:
Jeb Blount is the CEO of Sales Gravy and the author of numerous best-selling books, including Fanatical Prospecting and INKED. In Selling the Price Increase, Jeb offers a practical field guide for sales professionals who need to raise prices while preserving trust and long-term relationships with customers.
🔔 Subscribe to The Sales Podcast for more expert interviews and actionable sales strategies to help you achieve your goals and grow your business!Professional Sales Tips you'll learn today on The Sales Podcast...
- Your job is to expand and retain your business as a salesperson
- Salespeople are great at discounting and terrible at discussing price increases
- Mature companies may not discount as much
- What is the risk of losing customer?
- A lot of companies do have CPI provisions for annual price increases
- It makes sense to slowly and regularly raise prices
- Salespeople are afraid to raise prices
- Companies are afraid of raising the prices and losing the client.
- They don't want to "awaken the sleeping giant!"
- Red/Yellow/Green your customers.
- Most of your customers are in the danger zone.
- Clean up your pipeline and accounts.
- Clients get amnesia when the scheduled price increase kicks in that they agreed to years ago.
- Have tough conversations early.
- Have guts and confidence.
- Get your message in order.
Salespeople are great at discounting and terrible at discussing price increases."
- Pull out your calculator and show them the value.
- Your price increase comes right out of the back pocket of small business owners.
- It's your job as a salesperson to stand your ground and make that sale.
- Most salespeople just walk away because they know they haven't earned the price increase.
- Jeb uses a fit matrix to scatter diagram his customers.
- Easy/hard to work with, high/low profit.
- He'll ask for a 100% price increase on the low-profit, hard-to-work-with clients.
- What's surprising is how few of your customers go away.
- Customers hate being fired.
- You need to know where you fit in the life of your customers.
- Ideally you are adding more value than what you charge.
- You need to be tooting your own horn.
- You need to stay in front of your customers.
You lose because you take your customers for granted."
Get his book, "Selling the Price Increase: The Ultimate B2B Field Guide for Raising Prices Without Losing Customers"
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