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Sales people & price increases

October 13, 2007

There are many reasons for price increases including labor cost, material, fuel, business tactics, etc. Whatever the reason, most people won’t be happy about the increase including your sales team.  As a leader it is important how you impart the message to your salesforce. Help them understand why the increase is necessary and explain how they should handle telling their accounts.

You’ll find that many sales people find it hard to discuss an increase for fear that they will have to negotiate with the account again, or that the customer will start looking for another vendor.  I suggest that you talk about the anxiety they feel and why they feel this way, and show them how they can best overcome it.  Moving forward, they will need to advise the client well in advance of the actual date of the increase and provide the input necessary to overcome any objections that the customer may have.

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