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The easiest way for you to increase your price is to increase the outcomes your customers receive from using what you sell. Think about it for a moment. Your customers will pay more if they believe they’re getting more, and that means the secret lies in being able to increase the benefits of what they [...]
Want to know why price increases fail? 1. The salesperson doesn’t believe in it. 2. The Sales manager doesn’t believe in it. Go ahead and argue with me. I’m ready to hear your argument. Here’s mine very simply put: There is no way a price increase is ever going to work if the salesperson and [...]
The real reason price increases fail has more to do with the salesperson than the price. Too many salespeople genuinely do not believe in their price increases. And this lack of belief comes across in their demeanor, attitude, body language and tone of voice. You can deliver a price increase with confidence. The below video [...]
Want to have greater success with your price increases? Of course you do! Stop calling them price increases. Instead, use the words “price adjustment.” Using language like this immediately puts you in a position to demonstrate to your customers how the price adjustment will allow you to continue to provide the great support and service [...]
You’re all set to increase your price and then you get cold-feet. It happens all the time and not just with small companies, but with corporate giants. I can tell you it happens because I’ve personally experienced this with both small companies and global giants. The big reason a price increase doesn’t stick is due [...]
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