How to sell a price increase

greenspun.com : LUSENET : What keeps you up at night? : One Thread

I am looking for an article (or a chapter from a book) on how to sell a price increase to customers. As a Marketing Manager for an Industrial company, we have an annual price increase. Unfortunately, we are finding that only 50% of our customer base "accepts" the price increase. We believe this is more a function of our sales force not knowing how to sell / justify a price increase. What training or information is available to help a sales team get a price increase?

-- Jeff Burt (jburt88785@aol.com), October 27, 2000

Answers

Jeff look at these links for now, unfortunately squeezed for time with current client project to provide more relevant material from books:

1 http://www.totalselling.com/chapter6part3.asp

2 http://www.salesdoctors.com/red-hot/gold15.htm

3 http://www.salesdoctors.com/diagnosis/3price4.htm

4 http://www.salesdoctors.com/diagnosis/3price6.htm

5 http://www.justsell.com/content/sales/gs0050.htm 6 http://www.strategystreet.com/ipricing.html

7 http://www.hixsons.co.uk/hardfaqs/raise.html

8 http://www.trainingforum.com/043097ow.html

9 http://www.pricingsociety.com/resources.htm

10 http://www.fgs.ie/fgsmn/article21.html

Regards M.

( M. personal profile at http://www.fastcompany.com/fasttalk/replypost.html?p=9738 )

-- Mark Zorro (zorromark@consultant.com), October 28, 2000.


Moderation questions? read the FAQ