One of the biggest challenges facing sales professionals and customer account teams around the world is the conversation about raising prices due to the global supply chain crisis and increases in raw material costs.

During the past few months, I have delivered several major Strategic Business Selling™ sales training programs to sales teams within several industries including specialty chemicals, high-tech, specialty materials, consumer products, and coatings and paints.

Throughout these engagements, the moods have been dampened as a result of the pending price issues and I have been asked to help by sharing best practices and tools that can help develop the skills to have that incredibly hard conversation with customers. It is my pleasure to share with readers of this blog the full content of an approach that can help direct and support having the raising price conversation.

Read More >