Selling The Price Increase
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Selling The Price Increase
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Author : Jeb Blount
language : en
Publisher: John Wiley & Sons
Release Date : 2022-06-15
Selling The Price Increase written by Jeb Blount and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2022-06-15 with Business & Economics categories.
A practical guide for successfully navigating the single greatest growth and profit improvement opportunity for B2B enterprises: 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 Increase: 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 learn: How to navigate multiple price increase scenarios: 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.
How To Increase Prices
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Author : Geoffrey R. Vautier
language : en
Publisher: Createspace Independent Pub
Release Date : 2012-07-01
How To Increase Prices written by Geoffrey R. Vautier and has been published by Createspace Independent Pub this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-07-01 with Business & Economics categories.
Many business owners have difficulty with the issue of raising prices. The purpose of this book is to help you understand these issues, do the homework and give you the confidence so that you are ready and willing to increase your prices, knowing that you can keep your customers in the process. The author, Geoff Vautier, has a background as a Chief Financial Officer in the business world. During his business-related career, Geoff has had extensive involvement in numbers. He knows that from a financial point of view, pricing is clearly one of the most important things that influence a business's success. In this book, Geoff has created a resource that will help business people think about the range of issues that need to be addressed when setting prices. Geoff's particular interest is in helping business people understand what is really happening in their business. He is active in the consulting/training world, helping people achieve success in their business. He regularly speaks and teaches internationally. Visit his website for more details: www.geoffvautier.com.
How To Sell At Margins Higher Than Your Competitors
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Author : Lawrence L. Steinmetz
language : en
Publisher: John Wiley & Sons
Release Date : 2010-12-23
How To Sell At Margins Higher Than Your Competitors written by Lawrence L. Steinmetz and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010-12-23 with Business & Economics categories.
Praise for How to Sell at Margins Higher Than Your Competitor "This is the complete book for both new and experienced salespeople and business owners to learn and re-learn the essentials for success. How to Sell at Margins Higher Than Your Competitors emphasizes the pricing strategies and tactics to increase the market share and profits of any organization. This is a book that is as important to presidents as it is to salespeople." --Bill Scales, CEO, Scales Industrial Technologies, Inc. "As the largest service provider in our industry, we have a significant market advantage. However, we constantly walk the pricing tightrope because, as this book so clearly states, 'business is a game of margins . . . not a game of volume!'" --John K. Harris, CEO, JK Harris & Company, LLC "If you live and die on price, this book could be your only lifeline." --Tom Reilly, CSP, author of Value-Added Selling and Crush Price Objections "How to Sell at Margins Higher Than Your Competitors successfully illustrates profitable sales truths to assist us in selling for maximum return. This book's well-researched, logical, and affirming words validate the simple fact that as a premium company we deserve premium margins. So, while our competitors reduce or match prices out of fear and scarcity, our managers, thanks to this powerful sales tool, can continue quoting and closing with profitable confidence." --Joe Bracket, President, Power Equipment Company "I learned a long time ago that it is pretty difficult to control what my competitors will do, but we must control what we do--like maintaining margins. This book is a 'wow!' that will help my salesmen crack bad habits. Sales organizations should design their entire training programs around the content in this book." --George C. Giessing, President, Brusco-Rich, Inc. "This energizing book is the 'right stuff' for every sales force. It should be a required study for every executive and sales professional who seeks to be successful." --David R. Little, Chairman and CEO, DXP Enterprises, Inc.
High Profit Selling
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Author : Mark Hunter
language : en
Publisher: HarperChristian + ORM
Release Date : 2012-02-14
High Profit Selling written by Mark Hunter and has been published by HarperChristian + ORM this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-02-14 with Business & Economics categories.
This book teaches salespeople to rethink their approach to sales goals--so they not only sell a greater quantity but sell with the bottom line in mind. In the high-pressure quest to make a sale, acquire a contract, and beat out other bidders, sales professionals frequently resort to short-term strategies like cutting prices, offering discounts, or making other concessions. By explaining how short-term strategies are destructive to the long-term sustainability of a business, High-Profit Selling helps salespeople instead focus their energy on “profit sales” that successfully execute product price increases while maintaining and strengthening current customer relationships. In this invaluable resource, you’ll learn: how to avoid negotiating, actively listen to customers, match the benefits of products or services with customers’ needs and pains, confidently communicate value, and ensure prospects are serious and not shopping for price. Too many salespeople believe that a sale at any price is better than no sale at all. High-Profit Selling teaches them to do away with this logic and instead make sales that satisfy and add value to both the client and company.
Secrets Of Question Based Selling
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Author : Thomas Freese
language : en
Publisher: Sourcebooks, Inc.
Release Date : 2013-11-05
Secrets Of Question Based Selling written by Thomas Freese and has been published by Sourcebooks, Inc. this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-11-05 with Business & Economics categories.
"After I sent my team to the Question Based Selling program, not only was the feedback from the training outstanding, but we experienced an immediate positive impact in results."—Jim Cusick, vice president of sales, SAP America, Inc. "Following the program, even our most experienced salespeople raved, saying QBS was the best sales training they have ever experienced!"—Alan D. Rohrer, director of sales, Hewlett Packard For nearly fifteen years, The Secrets of Question Based Selling has been helping great salespeople live you deliver big results. It's commonsense approach has become a classic, must-have tool that demonstrates how asking the right questions at the right time accurately identifies your customer's needs. But consumer behavior and sales techniques change as rapidly as technology—and there are countless contradictory sales training programs promising results. Knowing where you should turn to for success can be confusing. Now fully revised and updated, The Secrets of Question Based Selling provides a step-by-step, easy-to-follow program that focuses specifically on sales effectiveness—identifying the strategies and techniques that will increase your probability of success. How you sell has become more important than the product. With this hands-on guide, you will learn to: Penetrate more accounts Overcome customer skepticism Establish more credibility sooner Generate more return calls Motivate different types of buyers Develop more internal champions Close more sales...faster And much, much more
Value Added Selling How To Sell More Profitably Confidently And Professionally By Competing On Value Not Price
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Author : Tom Reilly
language : en
Publisher: Tata McGraw-Hill Education
Release Date : 2015
Value Added Selling How To Sell More Profitably Confidently And Professionally By Competing On Value Not Price written by Tom Reilly and has been published by Tata McGraw-Hill Education this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015 with categories.
Virtual Selling
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Author : Jeb Blount
language : en
Publisher: John Wiley & Sons
Release Date : 2020-07-28
Virtual Selling written by Jeb Blount and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-07-28 with Business & Economics categories.
And just like that, everything changed . . . A global pandemic. Panic. Social distancing. Working from home. In a heartbeat, we went from happy hours to virtual happy hours. From conferences to virtual conferences. From selling to virtual selling. To remain competitive, sales and business professionals were required to shift the way they engaged prospects and customers. Overnight, virtual selling became the new normal. Now, it is here to stay. Virtual selling can be challenging. It's more difficult to make human to human connections. It's natural to feel intimidated by technology and digital tools. Few of us haven't felt the wave of insecurity the instant a video camera is pointed in our direction. Yet, virtual selling is powerful because it allows you to engage more prospects and customers, in less time, at a lower cost, while reducing the sales cycle. Virtual Selling is the definitive guide to leveraging video-based technology and virtual communication channels to engage prospects, advance pipeline opportunities, and seal the deal. You'll learn a complete system for blending video, phone, text, live chat, social media, and direct messaging into your sales process to increase productivity and reduce sales cycles. Jeb Blount, one of the most celebrated sales trainers of our generation, teaches you: How to leverage human psychology to gain more influence on video calls The seven technical elements of impactful video sales calls The five human elements of highly effective video sales calls How to overcome your fear of the camera and always be video ready How to deliver engaging and impactful virtual demos and presentations Powerful video messaging strategies for engaging hard to reach stakeholders The Four-Step Video Prospecting Framework The Five-Step Telephone Prospecting Framework The LDA Method for handling telephone prospecting objections Advanced email prospecting strategies and frameworks How to leverage text messaging for prospecting and down pipeline communication The law of familiarity and how it takes the friction out of virtual selling The 5C's of Social Selling Why it is imperative to become proficient with reactive and proactive chat Strategies for direct messaging – the "Swiss Army Knife" of virtual selling How to leverage a blended virtual/physical selling approach to close deals faster As you dive into these powerful insights, and with each new chapter, you'll gain greater and greater confidence in your ability to effectively engage prospects and customers through virtual communication channels. And, with this newfound confidence, your success and income will soar. Following in the footsteps of his blockbuster bestsellers People Buy You, Fanatical Prospecting, Sales EQ, Objections, and Inked, Jeb Blount's Virtual Selling puts the same strategies employed by his clients—a who's who of the world's most prestigious organizations—right into your hands.
Sell More Books At Live Events Pricing Hacks Bonus Chapter And Supplemental Material
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Author : Christopher D. Schmitz
language : en
Publisher: TreeShaker Books
Release Date :
Sell More Books At Live Events Pricing Hacks Bonus Chapter And Supplemental Material written by Christopher D. Schmitz and has been published by TreeShaker Books this book supported file pdf, txt, epub, kindle and other format this book has been release on with Business & Economics categories.
This book will show you how to accurately price your book, how indies should operate pricing and printing vs traditional press norms, and how to create a pricing strategy and communicate value to shoppers. You’ll also learn how an indie author’s flexibility is one of their greatest assets when selling books at live events! Pricing Hacks is a bonus for those who have read Sell More Books at Live Events. For those who haven’t yet read it, Pricing Hacks is a perfect introduction to the material which author Christopher D. Schmitz uses to sell thousands of paperbacks each year directly to readers. Schmitz regularly invites indie authors to work alongside him and learn his methods to replicate that success. Sell more paperbacks at your live events with expert advice geared to help you succeed in face-to-face sales encounters. Additionally, in Sell More Books at Live Events you’ll learn: How to link a sales dashboard to an inventory tracker and your website so you know how many books you have on hand at all times How to easily take credit cards and add manage sales tax Managing your live events so you earn profit instead of loss Expert sales tactics to make people excited to purchase your book Tips to immediately on-board new customers onto your newsletter so you can engage them and turn them into repeat buyers and superfans Strategies to help you get hundreds of sales per live event And so much more!
The 10 Rules Of Highly Effective Pricing
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Author : Danilo Zatta
language : en
Publisher: John Wiley & Sons
Release Date : 2023-11-22
The 10 Rules Of Highly Effective Pricing written by Danilo Zatta and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2023-11-22 with Business & Economics categories.
Transform your organisation’s pricing strategy to take advantage of exciting new opportunities to unlock profitable growth In The Ten Rules of Highly Effective Pricing, renowned pricing strategist Danilo Zatta delivers an insightful and effective roadmap to taking control of your organisation’s monetization strategies and boosting profits. The author explains the 10 key elements to transform your price management; such as making pricing a CEO priority, instilling a culture of profit, selling value, differentiating prices, setting up the pricing governance, avoiding price wars and other rules to help capture opportunities for extraordinary profit and growth that companies not observing these rules simply miss out on. In this authoritative yet easy-to-read book, you’ll explore inspiring case studies of real-world companies that have realised the tremendous potential of pricing transformation to unlock their firms’ latent profitability. You’ll also discover the foundational pricing concepts you need to understand if you aim to drive incredible results in your company’s top- and bottom lines. This book also offers: All the necessary ingredients for a successful, company-wide pricing transformation Clear explanations of the key elements that determine successful pricing - and how to maximize profitability at the pricing level Strategies for identifying present and future monetization opportunities Techniques for generating immediate wins, as well as strategies for generating long-term advantage A can’t-miss resource for managers, founders, executives, directors, and entrepreneurs with a stake in driving growth and profitability in their firms, The Ten Rules of Highly Effective Pricing will also earn a place on the bookshelves of business and management students learning about contemporary pricing strategy. 'Company marketers spend a lot of time on promotion and take pricing for granted. Zatta's new book The 10 Rules of Highly Effective Pricing will help wake up company marketers to the profit coming from creative pricing.’ - Philip Kotler, S. C. Johnson Distinguished Professor of International Marketing, Kellogg School of Management, Northwestern University
Increased Price Of Coal
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Author : United States. Congress. Senate. Interstate Commerce Committee
language : en
Publisher:
Release Date : 1920
Increased Price Of Coal written by United States. Congress. Senate. Interstate Commerce Committee and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1920 with categories.