New to Copier Sales: How to Sell at a Higher Price

For the SMB, “How do I sell my stuff now that pricing has increased?” is a classic question, if not a timeless one. In the post-COVID era, rising costs across the board for everyone is the new reality.

First off, we’re all in the same boat when it comes to cost increases so broaching the subject with your prospect should not be a surprise.  But in selling, it all comes back to value balanced against “costs.”

Here are some ideas to help you sell higher price.

Acknowledge the issue – internally.

Your prospect is experiencing higher rates everywhere, so you don’t need to mention supply chain issues or rising fuel expenses as it applies to their specific solution. I’m not suggesting you ignore the realities of the economic challenges; rather, it is safe to assume your prospect already knows about rising expenses, so don’t be intimidated about talking about the stressful concepts...

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