TY - BOOK ID - 138399084 TI - Preiserhöhungen Verkaufen : Wie Sie Auch Mit Höheren Preisen Keine Kunden Verlieren. AU - Bischoff, Ursula. AU - Blount, Jeb. PY - 2023 SN - 9783527841714 PB - Newark : John Wiley & Sons, Incorporated, DB - UniCat KW - Sales management. KW - Negotiation in business. KW - Sales management KW - Negotiation in business UR - https://www.unicat.be/uniCat?func=search&query=sysid:138399084 AB - Selling the Price Increase by Jeb Blount is a comprehensive guide for B2B sales professionals on how to effectively communicate and implement price increases to customers without losing their business. The book delves into strategies for overcoming fear and resistance from both salespeople and clients, emphasizing the importance of preparation, emotional intelligence, and customer relationship management. It offers tactical advice for presenting, negotiating, and defending price changes while maintaining customer loyalty. The book is designed for sales leaders and teams, providing practical tips and frameworks to navigate the complex dynamics of price adjustments in competitive markets. ER -