Involving sales reps in the decision-making process about price increases can help them be more accepting of the changes, according to Ryan White, founder and managing partner of INSIGHT2PROFIT, in Four Steps to Get Price Change Buy-In.
Once sales reps have been properly educated regarding the need for a price increase – and have seen the data evidence – allow them to identify the best opportunities to proceed, he says.
Letting your sales reps decide on the best way to approach their customers will make the process run more smoothly internally and with the customer.
For example, give reps a price increase “budget,” but let them drive the price increase where it’s best for their customers, White says. This will help reduce the risk of losing customers.
Read more about how to engage sales reps in price increases in Four Steps to Get Price Change Buy-In.