Selling the Price Increase

24Four Techniques for Handling Price Increase Objections

The most important thing to remember is that when dealing with price increase questions, objections, or attempts to negotiate, the person who exerts the greatest emotional control always has the highest probability of achieving their desired outcome. Therefore, to be successful in getting past price increase objections, you'll need to approach them with poise and confidence.

The good news is, once you have emotional control down, price increase objections, though still uncomfortable, are relatively easy to handle. There are four situational frameworks for responding to price increase objections.

Just Let Them Vent

If someone walked up to you on the street and slapped you in the face, there's a good chance you'd strike back (that's why it's called FIGHT or flight). Likewise, when customers use harsh words or a sharp tone when pushing back on your price increase, it's natural to want to fight back and defend yourself.

But choosing to get into a fight with your customer is not a smart move. It is rare that anything good comes from it. It's easy to damage your long-term relationship, and you risk losing your customer and their orders.

Think about it – when someone tells you that you're wrong, do you roll over and agree or do you fight back? There is a good probability that your response is a quick and emotional, “Oh yeah? I'll show you!” This tendency to unleash your inner brat, dig in, and argue back no matter the logic ...