You're struggling to convey pricing changes to your sales team. How can you secure their buy-in?

When pricing changes need to occur, I have found that including the sales team in the conversation from the start is super critical to success. The sales team has valuable information on how customers are going to react to a pricing change and how the company might be able to combat their objections. Once there is alignment across sales, product and marketing, then the work of creating compelling and easy to understand sales enablement and training materials can begin.

We often fail to appreciate the impact of Sales Enablement and the all-important role it plays across the sales process . More often than not Customer facing sales plays like Pre-Sales, Sales and After-Sales gets our attention more. In case of pricing changes , buy-in of the sales team is critical . How can this be ensured : - Explaining Magic behind the numbers : Explain the logic of the numbers and the justification of the business case to give strong theoretical reason for the price change in easy to understand terms -Query handling : Extensive training on how to communicate this change as well as skill development for handling customer queries - Feedback Mechanism- Developing a feedback capturing mechanism for early customer POV

Llevo 15 a?os trabajando con equipos de ventas humanos. A veces es agotador y recuerdas que tu otra empresa a la que solo le debes poner gasolina en Meta y Google ADS trabaja 24/7 sin una sola queja. Aun así siempre viene el de marketing o ventas (a veces la línea es muy fina), pidiendo un descuento, el camino fácil. Yo siempre utilizo estos argumentos: 1. El precio te posiciona y siempre habrá alguien más barato que tú. 2. Se explican los motivos de los cambios en los precios, que suelen ser al alza (no seré el hipócrita que mienta). 3. Tratar de que el equipo de ventas se beneficie con el cambio. A veces es mejor subir 2 y compartir una cuarta parte que subir los precios 1 y no compartir nada con tu equipo de ventas. Pues ya estaría...

To secure buy-in for pricing changes, clearly explain the rationale with data, emphasizing how it benefits both the customers and the sales team. Make sure to provide updated materials, FAQs, and support to handle objections. You’ll want to involve the xfn team early for feedback, share how this leads to long-term company growth, and offer ongoing training to ensure confidence. Keeping them informed and prepared will help to foster buy-in and smoother transitions.