{"id":116029,"date":"2025-11-21T07:08:32","date_gmt":"2025-11-21T06:08:32","guid":{"rendered":"https:\/\/premium-speakers.com\/?p=116029"},"modified":"2025-11-21T07:08:33","modified_gmt":"2025-11-21T06:08:33","slug":"communicating-price-increases-why-attitude-matters-more-than-percentages","status":"publish","type":"post","link":"https:\/\/premium-speakers.com\/en\/magazin\/communicating-price-increases-why-attitude-matters-more-than-percentages\/","title":{"rendered":"Communicating price increases \u2013 why attitude matters more than percentages"},"content":{"rendered":"\n

Guest article by sales expert Oliver Schumacher<\/a><\/strong><\/p>\n\n\n\n

Price increases are like thunderstorms: everyone knows they’re coming \u2013 but when the time comes, many salespeople flinch. The fear is great: \u201cHow will the customer react? Will they back out? Will they bring in the competition?\u201d<\/p>\n\n\n\n

As a speaker and sales trainer, I say: it’s not the price increase itself that’s dangerous \u2013 it’s the way it’s communicated.<\/p>\n\n\n\n

When inner uncertainty radiates outward<\/strong><\/p>\n\n\n\n

I see it in countless training sessions: salespeople enter a price negotiation like a student entering a math exam \u2013 with their heads down, full of doubt, looking for excuses. And customers sense this immediately.<\/p>\n\n\n\n

Those who do not stand behind their price adjustment radiate uncertainty \u2013 and open up a discount poker game with the customer that ends up being expensive.<\/p>\n\n\n\n

Three principles for strong communication<\/h2>\n\n\n\n

On stage and in seminars, I like to get to the heart of the matter:<\/p>\n\n\n\n

Attitude beats arguments \u2013 those who are proud of their performance sell more convincingly than those who only justify numbers.<\/p>\n\n\n\n

Clarity creates trust \u2013 customers want to know: When does the new price take effect? Why is it justified?<\/p>\n\n\n\n

Language determines emotions \u2013 \u201cnew prices\u201d sounds like the future. \u201cPrice increase\u201d sounds like loss.<\/p>\n\n\n\n

Price increases as an impetus for greater strength<\/strong><\/p>\n\n\n\n

A price adjustment is not a request \u2013 it is a signal: We stand by our value. Those who communicate this consistently and confidently often even gain respect.<\/p>\n\n\n\n

In my lectures, I provide inspiration on this topic, and in my training sessions, we practice it in a practical way:<\/p>\n\n\n\n