When you get the news from the company big-wigs that your products are increasing in price, it's never a good feeling because now you have to tell your clients about that price increase. Will they go for it? Will they understand? Will they take their business elsewhere?

Mark Hunter a.k.a. The Sales Hunter recently wrote in his blog about this situation, and had an interesting point to share:

"A price increase must always be sold to two people," says Hunter. "Not only does the person buying the product / service need to be convinced, but also (and more importantly) the salesperson doing the selling."

"I strongly believe the biggest obstacle in selling a price increase is found in the salesperson," continues Hunter. "Far too often, the person trying to make the sale doesn't believe in it and, as such, doesn't have the ability to communicate with the sense of commitment and focus needed when dealing with this issue. Before attempting to sell a price increase, I would advise any salesperson to take the time to research both the background and the driving issues behind it. Then (and more importantly), determine the real value the customer will receive. Keep in mind that it's not really about the price. It's the value that is really being sold or bought."

Read The Sales Hunter's latest thoughts and comments about consultative selling, sales development, and sales motivation techniques at www.thesaleshunter.com/blog