Are your prices going up this year? Are you concerned about how your customers are going to take it?

Follow three simple steps to make telling your customers easy:

1. Be comfortable and positive
2. Address their hot buttons
3. Include values when you give price.

Confidence Rules

Get comfortable with your prices. If you are worried about your customers and prospects reaction, they'll sense your fear and react exactly the way you don't want them to.

If you're not comfortable you will be at best marginally successful -- you have to believe what you selling is fantastic for your customers.

Stay Focused

It's not your price that makes the determination to do business with you. People who buy on price will leave on price, so make sure you address their hot buttons. Stay focused on how you can help them achieve their major goals and overcome their biggest challenges.

The Secret Phrase

When you do announce the price, say these words immediately following the number, "and that includes..." Then, remind them:
1. What benefits you have that your
competitors don't,
2. What value-added benefits they are getting, or
3. What hot button can you help with

Follow this simple formula, and you're off to a great start for a new year.

--Source: Jenae Rubin is president of Sales Powerhouse, a sales and marketing consulting and training firm. She has authored Turn Objections Into Sales and Pearl Marketing, 99 Inexpensive and Free Techniques to Reduce Attrition and Increase Sales. She is currently writing Stress-Free Selling, the 7 Steps to Successful Sales.