How to Sell a Price Increase
03/07/22 • 21 min
How To Sell A Price Increase
Question: Pauline, Miami Florida asks; “We are in the construction industry and in the last year we have had a 100% price increase due to materials, demand and supply chain. My sales team is telling me they cannot sell that level of price increase despite the fact that all of our competitors have had major - about the same - price increases too.
Book: Relevant Selling: Research Proves Customers Value More Than Just Price
Jaynie L. Smith
Lightening Round: Top 10 Ways to Sell Risk and Value
How To Sell A Price Increase
Question: Pauline, Miami Florida asks; “We are in the construction industry and in the last year we have had a 100% price increase due to materials, demand and supply chain. My sales team is telling me they cannot sell that level of price increase despite the fact that all of our competitors have had major - about the same - price increases too.
Book: Relevant Selling: Research Proves Customers Value More Than Just Price
Jaynie L. Smith
Lightening Round: Top 10 Ways to Sell Risk and Value
Previous Episode
How and Why to Fire a Client
Yes, you can fire a client.
Question: Randall from Park City Utah asks; “I have a client that has been with us 20 years, and for the last five we have had challenges. They send us a ton of work, but they have so many structural issues within their company that our solutions are not working. I have looked into everything we are doing and I cannot find anything wrong on our side - however the client has leadership issues, execution issues and I feel like they are trying to use our product to solve a problem that is a much deeper issue. How do I present them with this information?”
Book: Millionaire Success Habits - Dean Graziosi
Lightening Round: Top 10 Ways To Fire A Client
Next Episode
The Power of the Upsell
The Power of the Upsell: What it is, Why it Matters and How to Do it.
Question: Hank from Biloxi Mississippi - "It has been two years since our sales team has been out face to face with customers, and we have more than dropped the ball on doing our cross sells and upsells - the last two years has been about keeping our head above water. Now we need to get back with it - what is the best way to get my sales team conditioned to upsell and cross sell again?"
Book: Impact Players: How to Take the Lead, Play Bigger, and Multiply Your Impact by Liz Wiseman
Lightning Round: Top 10 Upselling Strategies
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