Running the price adjustment meeting so it lands

Do this now — in this order

1. 1Both decision-makers in the room. No exceptions, no speakerphone.
2. 2Bring a printed pack — a screen invites scrolling, paper invites reading.
3. 3Open with the goal, not the problem: why they are selling and by when.
4. 4Present data before opinion, in silence, and let them read.
5. 5Ask them what they think the data is telling them before you tell them.
6. 6Name the recommended bracket clearly, once, and then stop talking.
7. 7Handle the pause. The first person to speak after the number usually concedes.
8. 8Agree the exact new number, the date it changes, and how it will be announced.
9. 9Confirm in writing that day.

What to say

Why it works

Price meetings fail on structure, not content. Goal, evidence, their interpretation, your recommendation, silence, decision, confirmation — in that order — is what converts.