CyberSelling Book Reviewers Wanted

You may have noticed the new item on the menu bar on the left of this blog. It simply says "CyberSelling Book Reviewers Wanted". What is this, you may ask. Well, quite simply, it's your opportunity to help me write my new book called, "CyberSelling - Using CRM Technology to Help You Sell." To learn more about this new book, click HERE or send me an email (russ@PeakSalesConsulting.com) asking for your free, Members-only login account.

As a free Member, you'll be able to read each and every chapter as they are written, provide your comments, and reply to other members' postings. In doing so, you will get free, advanced reviewing of my new book and be able to provide your comments and opinions, thereby helping me to make sure it addresses my readers' best interests.

It's free and easy. I will even email all Members whenever a new chapter is posted. I hope you take advantage of this special offer. Thanks.

Good Luck & Good Selling!
Russ

Don't Be Afraid To Charge Higher Prices

Some businesses are afraid to charge prices that reflect the value of the product or service offered. They feel that charging a lower price attracts buyers they might not otherwise attract. In some cases that is true. However, if a product or service is reasonably priced, customers generally won't balk at paying a price based on perceived value. Only when there is a disparity between perceived value and the price is there reluctance or refusal to buy based on price. Ask yourself how your product or service stacks up against your competitors’ product/service. Is it of higher quality? Are you adding value to the process in some way that might warrant a higher price? In short, don't be afraid to price your products and/or services at levels that reflect their quality and value.

Good Luck & Good Selling!
Russ

Spend Money On Training, But Only The Right Training

Training is an important element in sales development and filling skill gaps. There has been an increasing emphasis on training, but many companies spend money on training that has little or no chance of making a difference. Evaluate what skills are critical to each sales individual and position in your organization. Put a training plan in place that addresses critical skills against skill gaps of sales reps. But before committing to specific training programs make sure you evaluate the effectiveness of the programs. Among the most effective types of training are individual and team mentoring programs designed to provide hands-on training tailored to the specific skill gaps of the individuals involved. Additionally, the trainer must have personal experience in sales and sales management to be effective and believable. Don't settle for just book-smart instructors. Understanding what are needed and fitting programs to those needs is very important.

If you'’d like to determine the ROI of your sales training program, click HERE for our free Sales Training ROI Calculator.

Good Luck & Good Selling!
Russ

It Usually Takes More Time Than Expected

When implementing any sort of change, new program or sales process, it is important to remember that it generally takes longer than expected to get them in place. This means that it is important to have a well thought out and clearly communicated plan of attack. And it means that anticipated bottom line benefits might not be realized until well after the initiative has started. Putting off initiatives that are designed to bolster or pump up your bottom line or sales results could mean an erosion of profits. Anticipate what needs to be done, prioritize which things need to be done first, second, etc., put a plan in place and apply resources to make it happen. Avoid letting things pile up so that too many initiatives are required in a hurry.

Good Luck & Good Selling!
Russ

Do You Really Want To Lower Your Price?

Sometimes a competitive situation will prompt a sales rep to think about lowering price and competing strictly on a price basis. But is it always necessary to lower a price to secure the business? Not always. This will depend largely on two things; 1) the depth of the relationship with the customer and, 2) any added value your product, service or organization brings to the deal. Lowering price has an immediate and direct impact on the bottom line. It should not be a routine matter to lower prices to match competition unless you are in a true commodity business, and even then there could be ways to differentiate.

Good Luck & Good Selling!
Russ