And very much like when we were talking about, you know, the business owner says, well, I kind of don't deserve this. And you know, you're sitting there like rolling the dice on which customer are gonna take the price increase too. You know, when, back when I was working for a boss that they would come in, bring you your accounts and say, we need 6% across the board. So the, one of the biggest problems for salespeople is the boss says, you gotta go get a price increase. Well the, with the salesperson, the same fears are in play. So, you know, how do you, I mean, be in that particular instance, you know, how do you get over that kinda head thing? It's like, it's not my fault, but I gotta deliver the news. It's not, you know, it's not my fault, but I'm the one that has to deliver the bad news. But a sales rep, a lot of times, I mean, somebody told them, go tell the client, the right is going up. Well, and so, so the sales rep of course like a business owner, a lot of times I tell them, you just gotta, you gotta understand the value you bring and go ask for the money. I mean, you could go in and create a lot of problems if you haven't been taking care of your customer and then you go ask for a price increase. So, and those fears by the way, are things that we make up in our own head that we have to get past. And, and of course there's a potential that they just say, no, and I get rejected. Something that went wrong in the past and well, there'll be conflict. But on top of that is, you know, the constant fear of the business owner that if I go ask for a price increase, I'm gonna lose my customer. And I mean, there may be some cases where we don't deserve it, but in most cases we do. And I know that as a small business owner, as you know, a company that's growing I've, I've often felt the same way that maybe I don't deserve this and that to somewhat some, you know, some extent is something that is totally in our heads, right? That it's a lie that we tell ourselves. And I think that's, I think that's a very common feeling with small business owners, especially when they're dealing with bigger companies. You know, there, there is the, I don't deserve it. So a lot of that's kind of in their head, isn't it? I mean, it's like, I don't think I can get this, or I don't deserve this or whatever it is. And one of the things I tell them all the time is you've gotta go raise your prices. We have to raise prices, but I will tell you working with so many small business owners, they're not charging enough right now. So, you know, one of the things interesting, I know a lot of the book, you talk about a salesperson that has an account that has to go out and you know, it's like, oh, we've had this cost come. Jeb Blount (01:15): Well, thank you so much for having me back. We're gonna talk about today, selling the price, increase the ultimate B2B field guide for raising prices without losing customers. He is the CEO of sales gravy, the author of 14 books, including fanatical prospecting, sales, EQ objections, virtual selling, and his brand new book. John Jantsch (00:46): Hello and welcome to another episode of the duct tape marketing podcast. Listen to business made simple wherever you get your podcasts. I wanna point out how to make money with your current products, man, such an important lesson about leveraging what you've already done to get more from it. A long time, listeners will know that Donald Miller's been on this show at least a couple times. John Jantsch (00:00): This episode of the duct tape marketing podcast is brought to you by business made simple hosted by Donald Miller and brought to you by the HubSpot podcast network business made simple, takes the mystery out of growing your business. In this episode, CEO of Sales Gravy, Jeb Blount, reveals the strategies and tactics that allow you to successfully master price increase initiatives. Yet, when you approach the initiative effectively, customers gladly accept price increases, remain loyal, and often buy even more from you because they see your value. But the problem is, price increase initiatives bring forth fear and anxiety in both your salespeople and you as a business owner - especially if you’re the one who has to communicate that message to your customers. The payoff for increasing your prices and retaining your customers and clients along the way is massive. Jeb is the CEO of Sales Gravy and the author of 14 books including Fanatical Prospecting, Sales EQ, Objections, Virtual Selling, and his brand new book - Selling the Price Increase: The Ultimate B2B Field Guide for Raising Prices Without Losing Customers.Ī lot of small business owners struggle with charging enough, and that price increase conversation is something many people avoid. In this episode of the Duct Tape Marketing Podcast, I interview Jeb Blount.
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