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Raise Your Prices In Any Economy To Thrive: Jeb Blount Shares How

Podcast Template

Professional Sales Tips you’ll learn today on The Sales Podcast…

  • The only book on how to get higher prices from your clients

  • Clients will accept your price increase but not be happy

  • If the price increase is small just do it and defend it

  • You need scripts to articulate why the price increase

  • Explain why it’s fair

  • Your customer needs to feel like they are getting good value

Related episodes and posts

  • Price increases are the fastest way to increase your bottom line…if you can keep your customers

  • Eight different narratives for explaining the price increase

  • Your job is to expand and retain your business as a salesperson

  • Salespeople are great at discounting and terrible at discussing price increases

  • Mature companies may not discount as much

  • What is the risk of losing customer?

  • A lot of companies do have CPI provisions for annual price increases

  • It makes sense to slowly and regularly raise prices

  • Salespeople are afraid to raise prices

  • Companies are afraid of raising the prices and losing the client.

  • They don’t want to “awaken the sleeping giant!”

  • Red/Yellow/Green your customers.

    • Green is a solid, long-term contract

    • Yellow is borderline

    • Red is a potentially lost client if you irritate them

  • If a customer says they won’t accept the price increase I can learn how I’m letting them down.

  • Most of your customers are in the danger zone.

  • Clean up your pipeline and accounts.

  • Clients get amnesia when the scheduled price increase kicks in that they agreed to years ago.

  • Have tough conversations early.

  • Have guts and confidence.

  • Get your message in order.

Salespeople are great at discounting and terrible at discussing price increases.”

Jeb Blount on The Sales Podcast
  • Pull out your calculator and show them the value.

  • Your price increase comes right out of the back pocket of small business owners.

  • It’s your job as a salesperson to stand your ground and make that sale.

  • Most salespeople just walk away because they know they haven’t earned the price increase.

  • Jeb uses a fit matrix to scatter diagram his customers.

  • Easy/hard to work with, high/low profit.

  • He’ll ask for a 100% price increase on the low-profit, hard-to-work-with clients.

  • What’s surprising is how few of your customers go away.

  • Customers hate being fired.

  • You need to know where you fit in the life of your customers.

  • Ideally, you are adding more value than what you charge.

  • You need to be tooting your own horn.

  • You need to stay in front of your customers.

You lose because you take your customers for granted.”

Jeb Blount on The Sales Podcast
  • What is your messaging and method to stay in front of your customers?

  • Do quarterly business reviews, especially if you’re a small cog in their system.

  • Get feedback from the customer so you know how you’re doing.

  • Pick up the phone and have a conversation.

  • Do that maybe once a month.

  • Just touch base to stay top of mind.

  • You lose because you take your customers for granted.

  • Just manage the account.

Sales Growth Tools Mentioned In The Sales Podcast