Price increases. Even reading those words can send a shiver down the spine of the most talented salesperson. The idea of having to renegotiate a contract with a customer can be stressful, doubly so if there is a price increase involved.
Today Jeff and Christie are discussing the knowledge you need and the strategies you can employ to both understand and negotiate your next price increase. Clue: It is not the *end* of a sale, if you have already *started* a relationship.
On today’s podcast…
1:29 - The downside of "guts"
2:29 - "As much as salespeople like making money...most salespeople don't like talking about money."
4:25 - Dealing with price negotiation as an account manager: the things you MUST think about
9:04 - The reality of your relationships with your customer
12:00 - You have to understand why your company's raising rates in the first place.
18:20 - Send your questions to thewhyandthebuy@gmail.com
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