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Selling the Price Increase: The Ultimate B2B Field Guide for Raising Prices Without Losing Customers
A practical guide for successfully navigating the single greatest growth and profit improvement opportunity for B2B price increases
The 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.
The 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.
Yet when sold effectively, customers accept price increases, remain loyal, and often buy even more.
In Selling the Price The Ultimate B2B Field Guide for Raising Prices Without Losing Customers, 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.
In each chapter, you'll find practical exercises designed to help you master the Selling the Price Increase system. 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.
You'll
How to navigate multiple price increase broad-based, targeted, non-negotiable, negotiable, defending, presenting, and asking
The eight price increase narratives and three drivers of customer price increase acceptance How to neutralize and get past the five big price increase fears and anxieties How to avoid the big mistakes that trigger resentment and drive customers into the arms of your competitors The 9-Box Risk-Profile Framework for targeting accounts for price increases A repeatable process for confidently approaching price increase conversations The Five-Step Price Increase Messaging Framework Proven frameworks for reducing resistance and handling price increase objections How to negotiate profitable outcomes with high-risk profile accounts Winning strategies for coaching and leading successful price increase initiatives
Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting, Sales EQ, Objections, Inked, and Virtual Selling, Jeb 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.
Selling the Price Increase is 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.
The 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.
The 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.
Yet when sold effectively, customers accept price increases, remain loyal, and often buy even more.
In Selling the Price The Ultimate B2B Field Guide for Raising Prices Without Losing Customers, 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.
In each chapter, you'll find practical exercises designed to help you master the Selling the Price Increase system. 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.
You'll
How to navigate multiple price increase broad-based, targeted, non-negotiable, negotiable, defending, presenting, and asking
The eight price increase narratives and three drivers of customer price increase acceptance How to neutralize and get past the five big price increase fears and anxieties How to avoid the big mistakes that trigger resentment and drive customers into the arms of your competitors The 9-Box Risk-Profile Framework for targeting accounts for price increases A repeatable process for confidently approaching price increase conversations The Five-Step Price Increase Messaging Framework Proven frameworks for reducing resistance and handling price increase objections How to negotiate profitable outcomes with high-risk profile accounts Winning strategies for coaching and leading successful price increase initiatives
Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting, Sales EQ, Objections, Inked, and Virtual Selling, Jeb 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.
Selling the Price Increase is 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.
- GenresBusiness
317 pages, Kindle Edition
Published June 7, 2022
34 people are currently reading
127 people want to read
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Displaying 1 - 10 of 10 reviews
November 13, 2022
This is the first book by the author that I tried to read.
One reason I read it is the author writes a lot of books on sales. And in one of his other books, he has blurbs from salespeople whose work I respect and study (e.g., Brian Tracy).
I don’t like this book.
First, he spends way too much time talking about the fear salespeople feel at the thought of informing customers about price raises.
As a salesperson, I don’t feel or think about fear. It’s irrelevant. But the more I read about fear, the more fearful I became.
Reminds of a Jehovah’s witnesses pamphlet I was given. The front page had this title: “When Will Our Suffering End?” Something like that. Well, I didn’t know I was suffering until I read the title.
Same with Jeb Blount’s book: I didn’t know I was fearful until Jeb told me I was.
He also repeats this statement endlessly: “Nobody likes price increases.”
I like price increases: They can make a place or thing less accessible to others and thus more valuable.
One reason I read it is the author writes a lot of books on sales. And in one of his other books, he has blurbs from salespeople whose work I respect and study (e.g., Brian Tracy).
I don’t like this book.
First, he spends way too much time talking about the fear salespeople feel at the thought of informing customers about price raises.
As a salesperson, I don’t feel or think about fear. It’s irrelevant. But the more I read about fear, the more fearful I became.
Reminds of a Jehovah’s witnesses pamphlet I was given. The front page had this title: “When Will Our Suffering End?” Something like that. Well, I didn’t know I was suffering until I read the title.
Same with Jeb Blount’s book: I didn’t know I was fearful until Jeb told me I was.
He also repeats this statement endlessly: “Nobody likes price increases.”
I like price increases: They can make a place or thing less accessible to others and thus more valuable.
August 10, 2022
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 prices
2. 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.
1. A company that has already increased your prices
2. 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.
August 19, 2022
Many books are marketed to individual contributors, but are written for managers. Not this one. This book was set up beautifully for individual contributors.
Caveat for this review; I am an AE, and it was written for (and marketed to) AM's. However, it had lots of little gold nuggets, even for an AE.
This book leaves no stone unturned. It very clearly depicts actionable tactics and strategies you can implement immediately, many of the tactics are counter intuitive at first glance, but make so much since when you put all the pieces of this book together.
The one problem with leaving no stone unturned, is under many of those stones is just more stone. Sometimes Jeb hands you hackneyed sales concepts simply because of his thoroughness. In order to bridge all of his concepts and ideas together in a way that you could easily step back and see the whole picture, it was somewhat necessary. But those parts were boring none the less.
If you're an AM who will have to go through a price increase, this book delivers in spades.
If you're an AE, there is a short path between many of these strategies and the strategies you could use to earn new business. Certainly, there were chapters completely useless to me, but the book wasn't marketed to AE's, so no harm there.
Caveat for this review; I am an AE, and it was written for (and marketed to) AM's. However, it had lots of little gold nuggets, even for an AE.
This book leaves no stone unturned. It very clearly depicts actionable tactics and strategies you can implement immediately, many of the tactics are counter intuitive at first glance, but make so much since when you put all the pieces of this book together.
The one problem with leaving no stone unturned, is under many of those stones is just more stone. Sometimes Jeb hands you hackneyed sales concepts simply because of his thoroughness. In order to bridge all of his concepts and ideas together in a way that you could easily step back and see the whole picture, it was somewhat necessary. But those parts were boring none the less.
If you're an AM who will have to go through a price increase, this book delivers in spades.
If you're an AE, there is a short path between many of these strategies and the strategies you could use to earn new business. Certainly, there were chapters completely useless to me, but the book wasn't marketed to AE's, so no harm there.
August 19, 2022
The perfect book to proactively address inflation: learn how to sell price increases instead of simply accepting them as a consumer or business. I've read and enjoyed several of the author's books in the past (e.g. Fanatical Prospecting). This book offers specific techniques to help salespeople and sales leaders plan, strategize and execute price increase discussions.
As the title implies, this book is best suited for B2B sales environments where one is selling large dollar value products and services.
As the title implies, this book is best suited for B2B sales environments where one is selling large dollar value products and services.
December 27, 2022
As a small business owner I found this immensely reassuring and useful. It's very helpful to know that other people's employees also resist price increases, and I'm not a heartless grasping capitalist for trying to keep my orchard in business. The strategies on how to respond to negative feedback are useful and it's easy to translate them to my particular situation.
On the other hand, I don't know this area so it's possible there are other many similar books with the same information, and I just happened to stumble across this one.
On the other hand, I don't know this area so it's possible there are other many similar books with the same information, and I just happened to stumble across this one.
November 2, 2024
Ha sido uno de los libros más valiosos que he leído del autor. Llega en un momento perfecto, cuando nos encontramos ante la necesidad de aumentar precios, y me ha proporcionado recursos muy útiles para gestionar esta situación con los clientes. Una lectura imprescindible para quienes buscan estrategias claras y efectivas en momentos de ajuste de precios.
January 4, 2025
Yes. This is great. Even though it's written towards sales jobs in a big company, I gleaned what I could and used it for my small business. I'm already reaping excellent benefits. I'm looking forward to reading it again and taking notes.
August 6, 2022
Excellent starting point for sales leaders to plan and implement price increases. Jeb provides the reader with a valuable framework to think through.
February 10, 2024
"Just do it"
This entire review has been hidden because of spoilers.
March 13, 2024
Really great insight, I have been reading this along with my coworkers to help us navigate the price increase conversations, net higher profits, and have better relationships with our clients!
Displaying 1 - 10 of 10 reviews