Want to Raise Your Prices?

Customers will demand to know why, so be ready to give them an explanation.

When customers object to a price increase, most salespeopleimmediately defend and rationalize their pricing. Their firstinstinct is to tell customers they're just passing along theincreased cost of doing business. Those are your company'sproblems, 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. Ifincreased demand is the justification for your price increase,you're really saying that more and more customers arerecognizing the value you offer. That reinforces yourprospect's decision to buy. This rationale will only hold up aslong as it's based on truth. Don't claim rising sales ifthey don't exist.

Excerpted from Creative Selling: Boost your B2B sales

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