212 HIGH-PROFIT SELLING Q cost of converting to a different supplier part of your FDPOV. Being so prepared in advance can go a long way in helping you feel confident, and it also gives you another tool you can use with the customer if it becomes necessary. Step 10: Reinforce the Price Increase by Sharing the FDPOV After communicating the price increase, the salesperson again should reinforce the FDPOV. Typically, this step is best done in person, on the next sales call, but if the time between calls is too great, then a telephone call would be suitable. Reinforc- ing the price increase in person gives the salesperson the op-