"If they can’t sell a price increase I don’t want them on my team"

Tanto por fazer a este nível nas empresas portuguesas.

"The best thing a salesperson can sell is a price increase. Pricing is so important – in fact, it is the most important profit lever. Pricing is one of the most fundamental aspects of any business – every company has to set prices for its products and services. If the world was a rational place, pricing management would be a core competence of every firm, but in reality it almost never is.

The beauty of pricing, and price increases in particular, for sales leaders is that it all drops straight through to the bottom line. As one recently remarked to me about her salesforce, “If they can’t sell a price increase I don’t want them on my team."

At the same time, we know that many salespeople hate even the thought of price-related customer conversations, let alone price increases."

Trecho retirado de "Can You Sell a Price Rise?"