In speaking to thousands of salespeople and sales managers, one concern that consistently comes up when talking about a price increase is a customer’s threat that they will “switch vendors.” There’s no reason to let your sales motivation take a hit when a customer starts talking about walking away. In my experience, this is an empty threat most of the time.
Instead of letting this empty threat paralyze you, why not be proactive? Be prepared to show your customer why switching may end up costing them more money (not to mention be one huge hassle).
Take a look at this article on my site regarding The Price Switching Game.
Copyright 2011, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.