Ways to increase your value without losing customers

Marketing podcast with Jeb Blunt

Jeb Blount guest on Duct Tape Marketing PodcastIn this episode of Duct Tape Marketing Podcast, I interview Jeb Blunt. Pocket He is the CEO of Sales Gravy and the author of 14 books including Fanatic Prospecting, Sales EQ, Objection, Virtual Selling and his brand new book – Selling the Price Increase: The Ultimate B2B Field Guide for Rising Price Without a Lost Customer.

Key Takeaway:

Many small business owners struggle with taking adequate charges, and that price increase conversation is something that many people avoid. The payoff is huge for raising your prices and retaining your customers and clients along the way. But the problem is, the price increase initiative brings fear and anxiety in both you as a salesperson and as a business owner – especially if you are the person who has to convey that message to your customers.

Yet, when you effectively communicate with the enterprise, customers gladly accept the price increase, remain loyal and often buy more from you because they see your value. In this episode, CEO of Sales Gravy, Jeb Blunt, reveals strategies and tactics that allow you to successfully master value-added ventures.

I ask Jeb Blunt:

  • [1:21] A lot of the small businesses I work with aren’t charged enough – would you say it’s an idea in their head that they don’t value it?
  • [3:18] As a business owner, how do you get past that idea?
  • [5:50] What has changed in this current climate when it comes to pricing and almost everything seems urgent?
  • [12:01] What is your advice for people to set the table for price increases?
  • [16:59] How do you advise a salesperson to raise a price when there is no specific reason or reason for it and it just happens that the company can do it?
  • [18:48] Can you talk about your deal framework and the system you created?
  • [21:12] Where can people learn more about your book and your work?

More about Jeb Blunt:

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