Proactively & Strategically Manage Price Increase Conversations with Customers to Maintain Profitability
For Who
Sales Professionals
Format
Virtual instructor-led
Duration
Two, 3.5-hour virtual instructor-led sessions with optional real-deal coaching sessions
Positioning a Price Increase Training Programme
In the programme, sales professionals learn how to prepare for the customer conversation, deliver the price increase, and respond to the customer’s reaction. Most importantly, our Positioning a Price Increase programme leverages the powerful principle of learn-by-doing with live role play exercises that allow sales professionals to pressure test their skills. Positioning a price increase enables sales professionals to go from concept to conversation in just two short training sessions.
Our programme teaches sales professionals how to preserve the relationship amid higher prices by following a clear, three-part plan:
- Prepare: Learn how to research the customer’s current power structure and competitive landscape while planning the meeting outcomes, initial anchor price, and tradeable items.
- Notify: Learn how to begin the conversation by setting the context surrounding the price increase while reinforcing the relationship. Develop the skills for introducing the adjustment and explain the rationale behind the change.
- Respond: Develop strategies for neutrally acknowledging the customer’s response and ask questions that aim to understand the customer’s underlying needs. Learn how to position the value of the solution or engage in a trading strategy if needed.
“I believe this will help me and my team in current and future pricing negotiations conversations. I have done a few sales and negotiation training sessions lately and this by far was the most beneficial.”
Positioning a Price Increase Training Programme Business Benefits
- Upon completing the Positioning a Price Increase training programme, your sales team will experience the following business benefits:
- Prevail in a rising cost environment by increasing prices while preserving critical business relationships
- Create a repeatable, scalable plan for navigating the business challenges that will persist throughout the years
- Overcome rising labour costs, supply chain challenges, and raw material shortage problems with a single, effective strategy
