Price increases are a fact of life and a subject that strikes fear in the hearts of most sales people. True Masters of Selling understand the dynamics of price increases and how best to deal with them. No silver bullets or magic answers here, but instead solid strategies that will help you deal with the inevitable. These ideas will help increase your percentages of a positive outcome in customer transactions dealing with price increases.
First, you have to adjust your mind set or attitude in relation to price increases. Price increases are a fact of life and something every business has to deal with. They all get price increases and they all give price increases. Second, particularly in relation to purchasing Departments it is their job to keep you from getting any price increase. So you have to take any feedback you get from them like no one else is raising prices with a grain of salt. Some other thoughts to consider are:
1. When was your last price increase? Have you been absorbing them and not passing them on? What impact will the factors that caused your price increase have on your competitors (i.e., will their prices be going up as well)?
2. What...
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