Positioning a Price Increase Training Program Brochure
Improving win rate
Written by: Ben Taylor, MBA, Content Marketing Manager, Richardson
Published: January 10, 2022
What's Inside
Positioning a price increase is not a monologue.
It is a conversation between two people in a working relationship.
And like any working relationship the most important aspects are trust, candidness, and respect.
In Richardson Sales Performance's newest program, Positioning a Price Increase, we show sales professionals how to communicate a price increase by approaching the customer as a person.
The structure of this plan gives sales professionals the confidence to conduct a difficult conversation.
We show how to:
- Prepare by planning the meeting outcomes, initial anchor price and tradable items
- Deliver the price increase by setting the context and reinforcing the relationship
- Respond to the customer's reaction with neutrality and a questioning strategy
Our program offers a repeatable, scalable plan for navigating the business challenges that will persist throughout 2022.