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Articles from Kelley Robertson | Selfgrowth.com
- Your Approach Makes a Difference - by Submitted on Sep 07, 2006 from Kelley RobertsonNot long ago my wife and I were planning a get-together with some friends and wanted to serve a cheese board after dinner. So, we ventured to a local market to look for some cheeses. We asked for one particular cheese at the first vendor we visited and were told that they did not carry it. No ...
Views: 894 - How to Master a 30 Minute Sales Meeting - by Submitted on Feb 27, 2011 from Kelley RobertsonYou get a call from a new prospect who wants to meet with you and discuss your solution. He gives you a 30 minute time-slot four days from now. Unfortunately, you didn’t take the time to ask this new prospect any questions during your brief telephone conversation and now you’re concerned because ...
Views: 888 - Maintaining Your Motivation - by Submitted on Feb 19, 2004 from Kelley RobertsonI recently spoke to a group of sales professionals at the end of their training conference. The attendees had participated in many learning sessions over a two day period – most of which were product related. I was scheduled to speak after dinner and I was somewhat concerned how attentive they ...
Views: 878(1 vote) - Sales Lessons Learned From Selling in a Recession - by Submitted on Feb 02, 2010 from Kelley RobertsonThe past year was definitely interesting. Some sales professionals prospered while others suffered. I spoke to one person who doubled his income—and he works in automotive sales! Yet, another well-established person experienced a decline of more than fifty percent in their sales. There are ...
Views: 861(3 votes) - The Top 7 Sales Blunders - by Submitted on Sep 30, 2004 from Kelley RobertsonWe all make mistakes when selling our product or service. Here are the most common mistakes people make. I have to admit I have made many of mistakes listed in this article even though I have been teaching this stuff for almost a decade. I hope you can learn from them. 1. Allowing a prospect to ...
Views: 855 - Avoid the What If Approach - by Submitted on Aug 21, 2006 from Kelley Robertson“What if I could show you how you could save money, would that be of interest to you?” “What if I told you that you could capture more market share, would you like to hear how we can help you do this?” “What if our system saved you time, would that be of value to you?” “What if I matched our ...
Views: 847 - Are Minorities Ruling Your Sales Decisions? - by Submitted on May 17, 2011 from Kelley RobertsonThe Canadian Broadcast Standards Council (CBSC) recently banned radio stations from playing “Money for Nothing” by Dire Straits after it received a SINGLE complaint from a ‘minority group about the use of the word ‘faggot’ in the song. People who are familiar with the song know that it was ...
Views: 844 - How To Sell To Anyone - by Submitted on May 19, 2008 from Kelley RobertsonLet’s face it. We all have those difficult customers to whom we are required to sell. From the demanding, abrasive buyer to the individual who never seems to make a buying decision, we encounter challenging people on a regular basis. Part of the reason this happens is due to the disconnect we ...
Views: 842 - Focus on a Trade - Not a Discount - by Submitted on May 14, 2004 from Kelley RobertsonSmart buyers will always ask for a better price. Unfortunately, too many sales people and business owners automatically think that reducing their price is the most effective way to respond to this request. However, negotiating is not always about price. Although price is a factor in virtually ...
Views: 834 - Characteristics of Successful Salespeople - by Submitted on Sep 29, 2005 from Kelley RobertsonWhat separates successful sales people from everyone else? I believe that most successful sales people, in virtually any industry, possess the following characteristics: 1. They are persistent. Selling or running a business for a living requires a tremendous amount of persistence. Obstacles ...
Views: 831 - Standing Above The Crowd - by Submitted on Apr 19, 2005 from Kelley RobertsonStanding Above The Crowd In today’s highly competitive business environment it is critical to find ways to separate yourself from the other companies who sell the same – or similar – product and/or service. Here are several strategies that can help you accomplish this: Help your clients ...
Views: 827 - Sales professionals - by Submitted on Jan 13, 2005 from Kelley Robertson“Get the sale at any cost.” “Make more calls.” “Tell them what they want to hear.” Sales professionals in virtually every industry are under tremendous pressure to close sales. It is not uncommon for them to hear comments similar to ones above from their sales manager, supervisor, or boss. But ...
Views: 826(1 vote) - Are Your Policies Hurting Your Business? - by Submitted on May 08, 2006 from Kelley RobertsonA customer’s purchase is overcharged by $10.00. The store policy is clear… “No cash refunds” so the sales associate refuses to issue the refund even though the mistake was hers. The customer was told he would have to accept a store credit or wait for a cheque to be issued by head office. A ...
Views: 820 - The Myth About Price - by Submitted on Feb 01, 2006 from Kelley RobertsonIn today’s competitive business environment, it often seems that the most important aspect of someone’s buying decision is price. People constantly ask for lower prices, compare our prices with the competition, and badger us to give them a better deal. Regardless of what you sell, you probably ...
Views: 819 - Voice Mail That Sells - by Submitted on Nov 15, 2004 from Kelley RobertsonAs a business owner, I receive my share of sales calls in a given month. More often than not, I’m away from my desk or out of the office which means I end up listening to the messages instead of speaking directly with the sales person. Here are a few of the common mistakes I notice and how you ...
Views: 818 - Balancing the Scales - by Submitted on Mar 05, 2006 from Kelley RobertsonIf you’re like most people you are probably working harder and longer than you used to. As a result, finding balance in today’s fast-paced world is more difficult than ever before. Yet, a healthy balance has also never been more important. Here are a few strategies that can help: 1. First and ...
Views: 815 - Does Your Service Sell? - by Submitted on Apr 09, 2006 from Kelley RobertsonSmart business owners know that providing great service to their patrons is an essential ingredient to their overall success. They also recognize that without a certain level of revenue they will not stay in business. Unfortunately, many people think that selling and service are two distinct ...
Views: 804 - Communicate to Succeed - by Submitted on Jul 14, 2006 from Kelley RobertsonDuring a recent visit to a local electronics retailer the sales person I usually dealt with was engaged with another customer so someone else helped me and answered my questions. I wasn’t ready to make the purchase that day but when I returned almost two weeks later my regular “sales guy”, had ...
Views: 803 - Increase Your Sales By Avoiding These Lame Sales Questions - by Submitted on Mar 30, 2011 from Kelley RobertsonDuring a recent sales training workshop I conducted with a client, we were discussing the importance of asking the right questions; high-value, high-impact, penetrating questions. One person spoke up and said, “When I’m talking to a new prospect I like to ask, “What do you know about us?” An ...
Views: 787 - Bite Your Tongue - by Submitted on Jun 07, 2005 from Kelley RobertsonMost people don’t realize how powerful a negotiating tool silence is. I discovered exactly how effective as I recently observed someone discussing a deal with a prospective customer this past week. The customer started describing his situation and after a few moments he paused – briefly. It ...
Views: 783 - The Power of One - by Submitted on May 27, 2006 from Kelley RobertsonOne is a very tiny number. However, it can have a tremendous impact on your revenues. Here are some ideas to consider: Make one more cold call every day. One extra call a day equals 260 calls in a year. How many meetings could you set up with this number of calls and how many of those ...
Views: 764 - The Power of a Name - by Submitted on Jan 10, 2006 from Kelley RobertsonRemembering a customer’s name can improve your sales. However, people in my workshops often tell me that they have a difficult time remembering names. I sometimes think we tend to get too hung up on trying to recall a person’s name, especially if we have only met them once. Like anything else ...
Views: 760 - Focus on a Trade - Not a Discount - by Submitted on May 14, 2004 from Kelley RobertsonSmart buyers will always ask for a better price. Unfortunately, too many sales people and business owners automatically think that reducing their price is the most effective way to respond to this request. However, negotiating is not always about price. Although price is a factor in virtually ...
Views: 704 - Focus on a Trade - Not a Discount - by Submitted on May 14, 2004 from Kelley RobertsonSmart buyers will always ask for a better price. Unfortunately, too many sales people and business owners automatically think that reducing their price is the most effective way to respond to this request. However, negotiating is not always about price. Although price is a factor in virtually ...
Views: 703 - Focus on a Trade - Not a Discount - by Submitted on May 14, 2004 from Kelley RobertsonSmart buyers will always ask for a better price. Unfortunately, too many sales people and business owners automatically think that reducing their price is the most effective way to respond to this request. However, negotiating is not always about price. Although price is a factor in virtually ...
Views: 673 - How to Increase Your Sales By Asking - by Submitted on Apr 10, 2011 from Kelley RobertsonToo many sales people don’t ask for the things they need or that could help them increase their sales and grow their business. Developing the confidence and ability to ask for the things you need is an essential sales skill. Here are twelve situations that sales (and business) people need to ...
Views: 662 - Focus on a Trade - Not a Discount - by Submitted on May 14, 2004 from Kelley RobertsonSmart buyers will always ask for a better price. Unfortunately, too many sales people and business owners automatically think that reducing their price is the most effective way to respond to this request. However, negotiating is not always about price. Although price is a factor in virtually ...
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