---
title: "It's Oh So Nice To Raise Your Price: Jeb Blount Shares How"
description: Jeb Blount shows you how to raise your prices and keep your customers happy. Get his playbook on The Sales Podcast with The Sales Whisperer®.
image: https://thesaleswhisperer.com/hubfs/_Podcast_Images/Jeb_Blount_sales_podcast_571.png
---

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[Get The Daily](https://thesaleswhisperer.com/daily)

 Apr 20, 2020

# It's Oh So Nice To Raise Your Price: Jeb Blount Shares How

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)

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## [Professional Sales Tips](https://thesaleswhisperer.com/daily)you'll learn today on [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)...

- The only book on how to get higher prices from your clients
- Clients will accept your price increase but not be happy
- If the price increase is small just do it and defend it
- You need scripts to articulate why the price increase
- Explain why it's fair
- Your customer needs to feel like they are getting good value

Before You Do Anything Else

Jeb says to get your message in order before you raise your price. The same goes for how you sell. Write your sales process down before you buy any software to run it.

[Get a process before you get the software →](https://thesaleswhisperer.com/process-first)

---

Related episodes and posts

- [Jeb Blount Shares How To Use MLP to Negotiate Better Sales](https://thesaleswhisperer.com/blog/jeb-blount-inked)
- [Get On The Sales Gravy Train With Jeb Blount](https://thesaleswhisperer.com/blog/jeb-blount-sales-training)
- [My take on the lowest price guarantee](https://thesaleswhisperer.com/blog/lowest-price-guarantee)
- [Meet every guest on The Sales Podcast](https://thesaleswhisperer.com/podcast-guests)

---

- Price increases are the fastest way to increase your bottom line...if you can keep your customers
- Eight different narratives for explaining the price increase
- Your job is to expand and retain your business as a salesperson
- Salespeople are great at discounting and terrible at discussing price increases
- Mature companies may not discount as much
- What is the risk of losing a customer?
- A lot of companies do have CPI provisions for annual price increases
- It makes sense to slowly and regularly raise prices
- Salespeople are afraid to raise prices
- Companies are afraid of raising the prices and losing the client.
- They don't want to "awaken the sleeping giant!"
- Red/Yellow/Green your customers. 
    - Green is a solid, long-term contract
    - Yellow is borderline
    - Red is a potentially lost client if you irritate them
- If a customer says they won't accept the price increase I can learn how I'm letting them down.
- Most of your customers are in the danger zone.
- Clean up your pipeline and accounts.
- Clients get amnesia when the scheduled price increase kicks in that they agreed to years ago.
- Have tough conversations early.
- Have guts and confidence.
- Get your message in order.

> "Salespeople are great at discounting and terrible at discussing price increases."

- Pull out your calculator and show them the value.
- Your price increase comes right out of the back pocket of small business owners.
- It's your job as a salesperson to stand your ground and make that sale.
- Most salespeople just walk away because they know they haven't earned the price increase.
- Jeb uses a fit matrix to scatter diagram his customers.
- Easy/hard to work with, high/low profit.
- He'll ask for a 100% price increase on the low-profit, hard-to-work-with clients.
- What's surprising is how few of your customers go away.
- Customers hate being fired.
- You need to know where you fit in the life of your customers.
- Ideally you are adding more value than what you charge.
- You need to be tooting your own horn.
- You need to stay in front of your customers.

> "You lose because you take your customers for granted."

- What is your messaging and method to stay in front of your customers?
- Do quarterly business reviews, especially if you're a small cog in their system.
- Get feedback from the customer so you know how you're doing.
- Pick up the phone and have a conversation.
- Do that maybe once a month.
- Just touch base to stay top of mind.
- You lose because you take your customers for granted.
- Just manage the account.

## [Sales Growth Tools](https://thesaleswhisperer.com/inner-circle) Mentioned In The Sales Podcast

- Get his book, "[Selling the Price Increase: The Ultimate B2B Field Guide for Raising Prices Without Losing Customers](https://amzn.to/3da3IWV)"

[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)

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[![Nail The Sales Conversation To Accelerate Sales Enablement, John Reid | The Sales Podcast with Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/_Podcast_Images/john_reid_sales_podcast_540.png?height=200&name=john_reid_sales_podcast_540.png)](https://thesaleswhisperer.com/blog/john-reid-sales-enablement)

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## [Nail The Sales Conversation To Accelerate Sales Enablement, John Reid](https://thesaleswhisperer.com/blog/john-reid-sales-enablement)

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[Salesforce.com](https://thesaleswhisperer.com/blog/topic/salesforce-com), [The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast), [Entrepreneur](https://thesaleswhisperer.com/blog/topic/entrepreneur)

## [Prospecting Tips: How To Sell To Big Companies, Jill Konrath](https://thesaleswhisperer.com/blog/jill-konrath-professional-sales-training-prospecting)

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