Brief: Positioning a Price Increase While Preserving the Relationship
Many companies have withheld transferring higher costs onto their customers, but supply chain challenges, indexation, and raw material shortages will likely continue into 2022. Therefore, sales leaders need a plan for delivering price increases to customers while preserving the relationship.
In Richardson Sales Performance’s brief, Positioning a Price Increase While Preserving the Relationship we show how our newest program teaches sales professionals to raise prices without losing the customer. We show how to:
- Apply the principles of behavioral economics to gain higher prices
- Develop a three-part plan for delivering price increases
- Leverage a trading strategy to overcome customer deadlocks