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Selling a price increase.
Mark Hunter has an interesting view on selling price increases:
"A price increase must always be sold to two people. Not only does the person buying the product / service need to be conviced, but also (and more importantly) the salesperson doing the selling."
He goes on to say that sales lost as a result of the price increase maybe because of poor questioning rather than the price increase itself: "they lost sales because they didn’t ask enough questions to fully establish the customers’ needs."
Seth drops a bomb shell when he says "No such thing as price pressure".Account Management Pitching Selling
"A price increase must always be sold to two people. Not only does the person buying the product / service need to be conviced, but also (and more importantly) the salesperson doing the selling."
He goes on to say that sales lost as a result of the price increase maybe because of poor questioning rather than the price increase itself: "they lost sales because they didn’t ask enough questions to fully establish the customers’ needs."
Seth drops a bomb shell when he says "No such thing as price pressure".Account Management Pitching Selling
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