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Articles from Kelley Robertson | Selfgrowth.com
- Running Effective Sales Meetings - by Submitted on Jan 01, 2009 from Kelley RobertsonSales meetings are a fact of life and business and they are important for a variety of reasons. They allow larger companies to address the entire sales team as a group. They offer opportunities to provide additional training (product, skills, and technical). They help keep your team up-to-date. ...
Views: 1827(1 vote) - How to Lose a Prospect’s Attention Quickly and Easily - by Submitted on Jan 01, 2009 from Kelley RobertsonWhen you make contact with a new prospect—either by telephone or in a face-to-face meeting—you have an extremely short window of time to connect with them. If you fail to achieve this they will quickly tune you out. Here are several things you can do to lose your prospect’s attention in the ...
Views: 982(3 votes) - 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) - Achieve More in 2004 - by Submitted on Dec 17, 2003 from Kelley RobertsonAnother year is upon us and if you are like most people you have hit the floor running without planning a clear objective for the upcoming year. However, top performing sales people make the time to establish clear targets. Setting goals is not a complicated process nor does it take a lot of ...
Views: 977(1 vote) - Attracting New Business on a Shoestring Budget - by Submitted on Apr 16, 2004 from Kelley RobertsonIn a recent marketing workshop I attended, I discovered that most business owners rely on just two or three strategies to attract new business. Even well-established companies tend to rely on one or two strategies. However, there is a multitude of ways to drive new business to your door. Here ...
Views: 1032(1 vote) - How to Achieve Your Sales Targets in 2010 - by Submitted on Jan 06, 2010 from Kelley RobertsonI’m sure by now that you have established your sales targets for next year. If you haven’t I suggest that you get cracking and do it now. Time is slipping past! If you have set your targets, congratulations! Here are 10 things you can do to achieve those goals. 1. Invest time prospecting for ...
Views: 1316(1 vote) - How to Profit From Networking - by Submitted on Jul 09, 2003 from Kelley RobertsonSales are frequently developed through the relationships we have created with other people. Networking functions provide the opportunity to expand our contact list, particularly when we create and nurture quality relationships. It is not enough to visit a networking group, talk to dozens of ...
Views: 1231(1 vote) - 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) - Price isn't Everything - by Submitted on Sep 24, 2003 from Kelley RobertsonMany salespeople and business owners mistakenly think that negotiating is something you do near, or at the end of, the sales process, particularly when discussing price or term of the agreement. Effective negotiating, however, is a process that begins with your first contact with your customer ...
Views: 1068(1 vote) - Why Your March Sales Suck - by Submitted on Dec 14, 2009 from Kelley RobertsonJournal entry: December 10, 2009 “My calendar is full and my sales are on track. Looks like I’ll end the year ahead of target. This means my boss will finally stop bugging me to get my sales on track. After several years of developing my client base, I’m making headway. That means I can finally ...
Views: 966(2 votes) - 3 Sales Lessons I Learned from a Raccoon - by Submitted on Dec 14, 2009 from Kelley RobertsonFrom the outside, selling seems like a fantastic career. Many sales people get to travel, attend trade shows, go to conferences, socialize, and earn a ton of money. However, those of us in the profession know that selling can be intimidating. Cold calls. Objections. Frustration. Rejection. ...
Views: 963(1 vote) - Cost versus Worth - by Submitted on Oct 05, 2009 from Kelley Robertson“How much will this cost?” Many sales people shudder when faced with this question. They stutter, stammer, and hem and haw. This is where the rubber hits the road and when the prospect will either give them the green light to move forward with the sale or say, “thanks but no thanks”. Far too ...
Views: 1039(2 votes) - If At First You Don’t Succeed - by Submitted on Oct 05, 2009 from Kelley RobertsonI suspect that you have heard the expression “If at first you don’t succeed try, try again.” This adage was created many decades ago and it remains true to this day. And even though many sales people understand it, they make a fatal mistake—they use the same approach although their original ...
Views: 1038(2 votes) - Pick at the Scab - by Submitted on Oct 05, 2009 from Kelley RobertsonSales professionals usually ask a few questions in order to gain a better understanding of their prospect’s situation. However, most of them don’t probe deep enough into the size and scope of the problem. I remember hearing a great phrase from another sales trainer. He suggested that sales ...
Views: 1018(2 votes) - 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) - Why Sales People Hate Cold Calling - by Submitted on Dec 14, 2009 from Kelley RobertsonCold calling is a fact of life for most people in sales. Sure, the vast majority would prefer to rely on referrals, word-of-mouth, or some other lead source that reduces or eliminates their need to make cold calls. However, unless you deal with an established set of accounts, you will, at some ...
Views: 1104(1 vote) - 10 Thing Sales People Need to Know About C-Level Decision Makers - by Submitted on Feb 28, 2011 from Kelley RobertsonSelling to high-level decision makers is challenging at the best of times. However, it can be easier if you understand a few business principles. C-level decision makers are paid to improve their business results. Regardless of how the media portrays these executives, their primary concern ...
Views: 921 - 14 Signs You are a Sales Zombie - by Submitted on Jun 21, 2011 from Kelley RobertsonA recent editor’s note in a sleep products magazine discussed how many people suffer from poor sleep and the editor referred to these individuals as zombies. Instantly, I thought of dozens of sales people I have encountered over the years who could be classified as zombies, too. Here are 14 ...
Views: 1006 - 14 Things Sales People Should Never Stop Doing - by Submitted on Jun 29, 2011 from Kelley RobertsonSelling for a living is challenging. There are many highs and frequent lows. Constant pressure to reach sales targets, customer and prospects that are more demanding, and changes in the marketplace all make sales a tough career. If you are serious about maintaining a long-term career and ...
Views: 1488 - 17 Best Practices of Top Performing Sales People - by Submitted on Mar 14, 2011 from Kelley RobertsonMany people wonder what separates a top performing sales person from the rest of the pack. In most cases, it’s because they apply a number of best practices in their daily routine. Here are 17 best practices of top performing sales people. 1. They set HIGH TARGETS and goals. Top performers ...
Views: 1158 - 23 Penetrating Sales Questions You Need to Start Asking - by Submitted on Mar 26, 2011 from Kelley RobertsonA couple of weeks ago I wrote a post called, 11 Lame Questions You Need to Avoid”. It generated some interesting comments and one reader asked, “What questions should I be asking?” What ARE the questions sales people should be asking to increase their sales and improve their results? ...
Views: 1030 - 6 Fatal Email Mistakes That Cost You Money - by Submitted on Apr 17, 2011 from Kelley RobertsonEmail is a widely used prospecting tool but it is seldom used correctly or as effectively as it could be. Most sales people and small business owners make a variety of mistakes that prevent them from increasing their sales when using email to grow their business. Here are the top six mistakes ...
Views: 966 - A Winner’s Attitude - by Submitted on Jan 09, 2008 from Kelley RobertsonWhat does it take to be successful in sales? Certainly effort, hard work and dedication is important. An excellent understanding of the sales process is also essential. But it’s more than that. The most successful people I know have a slightly different outlook than their coworkers and ...
Views: 957 - 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: 843 - Are Routines Holding You Back? - by Submitted on Jul 11, 2008 from Kelley RobertsonWhat routines are preventing you from increasing your sales? Whether you realize it or not, you are a creature of habit. Unless you do shift work, you probably get up at the same time everyday, follow the same routine to wake up and get yourself ready for the day, drive the regular route to ...
Views: 968 - 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 - 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: 846 - 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 - Be My Guest - by Submitted on Nov 01, 2006 from Kelley RobertsonIn recent years many different businesses have begun to approach their clients differently. They are now labeling them as guests, which has been the norm in the hospitality industry for decades. Many restaurant chains as well as car dealerships and airlines have even taken to using this term. ...
Views: 1051 - 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 - Characteristics of Great Sales Negotiators - by Submitted on May 15, 2007 from Kelley RobertsonVirtually everyone in sales is required to negotiate. After conducting hundreds of workshop and working with thousands of people during the last decade, I have discovered that most sales people are not as effective at negotiating as they could be. However, I do come across great sales ...
Views: 982 - 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 - 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 - Dealing with Distractions - by Submitted on Oct 23, 2006 from Kelley RobertsonIn today’s business world it is not uncommon for many sales people to work from a home office. At first this may seem like a great opportunity, however, it does create some unique challenges. One of the biggest obstacles is the number of distractions that can take us away from our work and ...
Views: 995 - 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 - Don’t Be a Communist Salesperson - by Submitted on May 11, 2009 from Kelley RobertsonIn a communist country virtually everyone is treated the same. Unfortunately, many sales reps take the same approach and treat all of their customers equally. They spend about the same amount of time with each customer, show them the same products, and make the same recommendations. However, ...
Views: 1057 - Don’t Waste My Time! - by Submitted on Jun 30, 2005 from Kelley RobertsonDon’t Waste My Time! Many participants in my programs ask how to deal with people who appear to be seeking information and nothing more. In many environments these individual’s are called time wasters. Time wasters come in every shape and form but they usually possess a few consistent ...
Views: 985 - Face the Dragon - by Submitted on Dec 29, 2008 from Kelley RobertsonI’m a big fan of a Canadian television show called the Dragon’s Den. The premise of the show has budding entrepreneurs pitch their product or business idea to five venture capitalists who then decide if they are willing to offer funding. This is a great example of selling because ...
Views: 996 - 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 - 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: 641 - 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 - Handling the Cold Potato - by Submitted on Sep 28, 2008 from Kelley RobertsonDo you have prospects that seem to give you the run-around? They expressed interest in your product or service when you first contacted them but now they don’t return your calls, reply to your emails or seem interested in making a buying decision. Persistence is an essential trait that ...
Views: 1012 - Have You Got the Courage to Ask? - by Submitted on May 20, 2011 from Kelley RobertsonDuring the last 16 years I have worked with many great salespeople and they all do one thing more consistently than their colleagues...they ask. If you want to increase your sales and grow your business you need to develop the ability and skill to ask for a variety of things. Ask more ...
Views: 915 - How NOT To Handle a Cold Call - by Submitted on Sep 05, 2007 from Kelley RobertsonLike most business people, I receive my fair share of cold calls. During a more recent call, the person calling said that she worked for one of North America’s largest website developer. She then asked me two questions; “Was I the person in charge of web design for my ...
Views: 909 - How to Create and Deliver a Killer Sales Presentation - by Submitted on Apr 19, 2011 from Kelley RobertsonEveryone who sells a product or service is required to deliver a sales presentation from time to time. Whether it’s an informal presentation to one over coffee or a formal presentation to a group of decision makers, these sales presentations can make or break your ability to move the sales ...
Views: 1377 - 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 - 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: 887 - 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 ...
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