My Queue

There are no Videos in your queue.

Click on the Add to next to any video to save to your queue.

There are no Articles in your queue.

Click on the Add to next to any article to save to your queue.

There are no Podcasts in your queue.

Click on the Add to next to any podcast episode to save to your queue.

You're not following any authors.

Click the Follow button on any author page to keep up with the latest content from your favorite authors.

Want to Raise Your Prices?

Customers will demand to know why, so be ready to give them an explanation.
1 min read
Opinions expressed by Entrepreneur contributors are their own.

When customers object to a price increase, most salespeople immediately defend and rationalize their pricing. Their first instinct is to tell customers they're just passing along the increased cost of doing business. Those are your company's problems, not theirs. Instead of defending your price increases, why not brag about them? We live in a supply-and-demand economy. One of the responses to increased demand is higher prices. If increased demand is the justification for your price increase, you're really saying that more and more customers are recognizing the value you offer. That reinforces your prospect's decision to buy. This rationale will only hold up as long as it's based on truth. Don't claim rising sales if they don't exist.

Excerpted from Creative Selling: Boost your B2B sales

More from Entrepreneur

Dustin's experience and expertise can help you monetize your message, build a marketing strategy and connect with influencers.
Jumpstart Your Business. Entrepreneur Insider is your all-access pass to the skills, experts, and network you need to get your business off the ground—or take it to the next level.
Are you paying too much for business insurance? Do you have critical gaps in your coverage? Trust Entrepreneur to help you find out.

Latest on Entrepreneur