Selling the Price Increase: The Ultimate B2B Field Guide for Raising Prices Without Losing Customers (Jeb Blount)

"Selling the Price Increase" is a comprehensive guide for B2B sales professionals and business owners who wish to implement price increases without losing customers. The book is authored by Jeb Blount, a highly sought-after sales consultant and speaker, who provides practical strategies, tips, and techniques to help readers communicate the value of their products or services and justify a price increase.

The book begins with an overview of the economic factors that affect pricing decisions, followed by a discussion of the common objections to price increases raised by customers and how to overcome those objections. Blount then delves into the crucial steps that sales professionals must undertake to prepare for price negotiations, such as gathering data, conducting market research, and analyzing competitors.

"Selling the Price Increase" also explores the various pricing strategies that businesses can use, including bundling and unbundling, volume discounts, and value-based pricing. Throughout the book, Blount emphasizes the importance of creating a culture of value in the organization, where everyone is focused on delivering exceptional customer experiences that justify higher prices.

One of the key takeaways from "Selling the Price Increase" is that raising prices does not have to result in customer loss. Instead, price increases can be an opportunity to differentiate from competitors, build customer loyalty, and increase profitability. By following the practical advice presented in the book, sales professionals and business owners can successfully navigate the challenging terrain of price negotiations and maximize revenue without sacrificing customer relationships.

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