Selling the Price Increase

About the Author

Jeb Blount is a renowned author, speaker, and sales trainer, known for his extensive work in the field of sales and customer experience. As the founder of Sales Gravy, a leading sales training and coaching company, Blount has dedicated his career to helping individuals and organizations improve their sales strategies. His deep understanding of the psychological and practical aspects of sales makes him a sought-after consultant and speaker worldwide. Blount's books, including "Fanatical Prospecting," "Sales EQ," and "Objections," have become essential reading for sales professionals seeking to enhance their skills and achieve success in their careers.

Main Idea

" Selling the Price Increase: The Ultimate B2B Field Guide for Raising Prices Without Losing Customers " offers a strategic approach to one of the most challenging tasks in sales: convincing customers to accept price increases without damaging the relationship. Blount's book provides a detailed framework for sales professionals, emphasizing the importance of preparation, emotional control, and clear communication. The book covers the psychological hurdles salespeople face, the importance of maintaining strong customer relationships, and the tactical steps necessary to effectively communicate price increases. By following Blount's guidance, sales professionals can navigate these challenging conversations with confidence, ensuring both the acceptance of the price increase and the retention of valuable customer relationships.

Table of Contents

• Disrupt the Mindset of Fear
• Protect Customer Relationships
• Approaching Price Increase Conversations
• Making Your Case
• Closing

Disrupt the Mindset of Fear

The first challenge in selling a price increase is overcoming the inherent fear that sales professionals feel. Blount identifies several fears, including the fear of rejection, conflict, and losing the customer. These fears can paralyze salespeople, preventing them from confidently approaching the topic of price increases. According to Blount, these fears are not merely psychological but are deeply rooted in human biology. The fear of rejection, for example, is a survival mechanism that is ingrained in our DNA. However, Blount argues that understanding these fears and learning to manage them is crucial for success.

"Emotional discipline is managing your outward behavior, despite the volcanic emotions that may be erupting below the surface." - Jeb Blount

Blount introduces the concept of "obstacle immunity," which involves repeatedly facing challenging situations to build resilience. He emphasizes the importance of preparation, suggesting that sales professionals should anticipate objections and practice their responses. By doing so, they can approach price increase conversations with a sense of confidence and control. Blount also highlights the importance of maintaining a positive mindset, focusing on what can be controlled, and developing emotional discipline to handle challenging situations.