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Articles by Kelley Robertson

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By Kelley RobertsonJan 1, 20091 topic

Running Effective Sales Meetings

Sales 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. And, they present a tremendous opportunity for your team to connect and develop stronger relationships with each other. Unfortunately, many sales meetings are unproductive and not near

Primary topic: Sales Training

1,918 views4/5 (1)

By Kelley RobertsonJan 6, 20101 topic

How to Achieve Your Sales Targets in 2010

Iâm sure by now that you have established your sales targets for next year. If you havenât 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 NEW business every week. Most salespeople rely on existing clients to generate their sales. Allot a specific amount of time to look for new business opportunities whether itâs withi

Primary topic: Sales Training

1,385 views3/5 (1)

By Kelley RobertsonJul 9, 20031 topic

How to Profit From Networking

Sales 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 people and gather as many business cards possible. However, every networking function has tremendous potential for new business leads. Here are five strategies to make networking profitabl

Primary topic: Sales Training

1,324 views3/5 (1)

By Kelley RobertsonSep 24, 20031 topic

Price isn't Everything

Many 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.nnEffective negotiating, however, is a process that begins with your first contact with your customer or prospect. From the moment you make contact, the other person will evaluate the value of your product, service, or company. Here are strategies that will help you increase your value

Primary topic: Sales Training

1,130 views3/5 (1)

By Kelley RobertsonDec 14, 20091 topic

Why Your March Sales Suck

Journal entry: December 10, 2009rnâMy calendar is full and my sales are on track. Looks like Iâll 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, Iâm making headway. That means I can finally relax and start taking it a bit easier. I canât coast but the momentum should carry me well into next year and by then Iâll have even more customers to which will make it ea

Primary topic: Sales Training

1,055 views2.5/5 (2)

By Kelley RobertsonApr 16, 20041 topic

Attracting New Business on a Shoestring Budget

In 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 are a few:nnNetworking. Perhaps the most commonly used approach by small business owners. However, it is often poorly executed. Many people attend a networking function and take the wron

Primary topic: Sales Training

1,103 views3/5 (1)

By Kelley RobertsonDec 17, 20031 topic

Achieve More in 2004

Another 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 time. Use the techniques listed below to help you achieve your targets.nn- Ensure each of your goals follows the SMART concept: Specific, Motivational, Action-oriented, Relevant to your s

Primary topic: Goal Setting

1,041 views3/5 (1)

By Kelley RobertsonOct 5, 20091 topic

Cost versus Worth

âHow much will this cost?â 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, âthanks but no thanksâ. Far too often, sales people feel uncomfortable talking about the price of their offering fearing that their prospect will put the brakes on the buying decision if the price of their produ

Primary topic: Sales Training

1,133 views2/5 (2)

By Kelley RobertsonOct 5, 20091 topic

If At First You Donât Succeed

I suspect that you have heard the expression âIf at first you donât succeed try, try again.â 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 mistakeâthey use the same approach although their original approach was not effective. My wife and I once vacationed at an all-inclusive resort in Cuba. One of the advertised features was an in-room mini-bar stocked with beer, water, and s

Primary topic: Sales Training

1,122 views2/5 (2)

By Kelley RobertsonOct 5, 20091 topic

Pick at the Scab

Sales professionals usually ask a few questions in order to gain a better understanding of their prospectâs situation. However, most of them donât 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 people âpick at the prospectâs scabâ which referred to the pain or problem that a prospect may be facing. Your objective in taking this approach is to help your prospect discover

Primary topic: Sales Training

1,108 views2/5 (2)

By Kelley RobertsonFeb 19, 20041 topic

Maintaining Your Motivation

I 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 â most of which were product related. I was scheduled to speak after dinner and I was somewhat concerned how attentive they would be by this time. nnFortunately, in the days preceding, the company had structured the entire program to create energy, excitement and to foster a sense of team enthusiasm. They

Primary topic: Sales Training

942 views3/5 (1)

By Kelley RobertsonDec 14, 20091 topic

Why Sales People Hate Cold Calling

Cold 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 time, be required to cold call in order to generate sufficient leads for your business. Having said this, even the most seasoned sales professionals often resist this strategy unless th

Primary topic: Sales Training

1,175 views2/5 (1)

By Kelley RobertsonDec 14, 20091 topic

3 Sales Lessons I Learned from a Raccoon

From 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. There are many occasions when we encounter resistance from buyers, or have to defend our price, or venture into new markets, or deal with cranky decision makers. Itâs no surprise that man

Primary topic: Sales Training

1,041 views2/5 (1)

By Kelley RobertsonJan 13, 20051 topic

Sales professionals

âGet the sale at any cost.ânâMake more calls.ânâTell them what they want to hear.ânnSales 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 this approach does not create trust with customers and does not encourage repeat business or a lasting relationship. nnA more effective approach is to develop a partnering

Primary topic: Sales Training

898 views2/5 (1)

By Kelley RobertsonJan 1, 20091 topic

How to Lose a Prospectâs Attention Quickly and Easily

When you make contact with a new prospectâeither by telephone or in a face-to-face meetingâyou 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 prospectâs attention in the first five seconds of the conversation: 1. Start a telephone conversation with, âHi, how are you?ârn2. Open your conversation by introducing yourself, your company and what you d

Primary topic: Sales Training

1,063 views

By Kelley RobertsonFeb 2, 20101 topic

Sales Lessons Learned From Selling in a Recession

The past year was definitely interesting. Some sales professionals prospered while others suffered. I spoke to one person who doubled his incomeâand he works in automotive sales! Yet, another well-established person experienced a decline of more than fifty percent in their sales. There are several key sales lessons that can be learned from selling in a recession. These will help you succeed in the upcoming year. Companies are LeanerrnThis has been an ongoing factor for many

Primary topic: Sales Training

932 views

By Kelley RobertsonJun 29, 20111 topic

14 Things Sales People Should Never Stop Doing

Selling 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 increasing your sales, here are 14 things you should never stop doing. If by chance, you havenât started doing some of these, I suggest that you do startâ¦the sooner, the better. 1. Prospe

Primary topic: Business Coach and Business Coaching

Business Coach and Business Coaching

1,578 views

By Kelley RobertsonApr 19, 20111 topic

How to Create and Deliver a Killer Sales Presentation

Everyone who sells a product or service is required to deliver a sales presentation from time to time. Whether itâs 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 process forward and increase your sales. Here are 7 strategies that will help you deliver a killer sales presentation, every time. 1. Start with a brief summary of the other personâs si

Primary topic: Assessment Tools

Assessment Tools

1,467 views

By Kelley RobertsonMar 14, 20111 topic

17 Best Practices of Top Performing Sales People

Many people wonder what separates a top performing sales person from the rest of the pack. In most cases, itâs because they apply a number of best practices in their daily routine. Here are 17 best practices of top performing sales people.rn1. They set HIGH TARGETS and goals. Top performers donât wait for their manager to issue an annual or quarterly quota. They set their own goals that are usually more ambitious than the corporate targets. 2. They carefully PLAN their qu

Primary topic: Business Networking

Business Networking

1,246 views

By Kelley RobertsonApr 28, 20111 topic

Sales Prospecting Best Practices

Prospecting is a key selling skill and a critical skill to develop if you want to increase your sales and achieve long-term success in sales. Yet, most sales people donât invest enough time to this integral sales strategy. Part of the problem is that very few companies teach sales reps how to prospect. Here are five prospecting best practices for you to consider. Allot a specific amount of time every day/week or month.rnWhen my wife first started her software training busin

Primary topic: Sales Training

1,231 views

By Kelley RobertsonMar 19, 20071 topic

The Barf Factor

During a recent presentation we were discussing the importance of being able to deliver a clear, concise message when you first meet with a prospect and we agreed that a quick, thirty second introduction would be an effective approach. A participant challenged me, saying that an introduction of this nature sounded canned and rehearsed. As he recited his opening message, I fully agreed with himâit did sound canned. Not to mention extremely difficult to understand.nnUnfortuna

Primary topic: Sales Training

1,197 views

By Kelley RobertsonJun 21, 20071 topic

Persistence Without Stalking

Persistence is a vital skill that every sales person needs. Itâs been said that most sales are made after eight contacts with a prospect. However, most people tend to give up after just three or four attempts. Letâs explore the behind-the-scene dynamics involved in a typical scenario.nnMeet Mrs. Executive. Her day is booked solid, scarcely allowing her to catch her breath between each meeting. Some meetings are internal. Others are with clients and customers. And a few ar

Primary topic: Sales Training

1,145 views

By Kelley RobertsonMay 11, 20091 topic

Donât Be a Communist Salesperson

In 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, this approach will not help you achieve the best possible results because contrary to popular belief, your customers are not all equal. nnHere is how you can change your approach to impro

Primary topic: Sales Management Training

Sales Management Training

1,137 views

By Kelley RobertsonNov 1, 20061 topic

Be My Guest

In 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. nnA simple word like guest versus customer can make a dramatic difference in the way we perceive the people who pay our salaries. A customer is someone who makes a purchase. A guest, on

Primary topic: Sales Training

1,135 views

By Kelley RobertsonMar 26, 20111 topic

23 Penetrating Sales Questions You Need to Start Asking

A couple of weeks ago I wrote a post called, 11 Lame Questions You Need to Avoidâ. It generated some interesting comments and one reader asked, âWhat questions should I be asking?â What ARE the questions sales people should be asking to increase their sales and improve their results? Certainly this depends on your industry and/or product(s). However, there are many questions that are generic in nature or that can be easily modified to your specific sales environment. He

Primary topic: Business Networking

Business Networking

1,114 views

By Kelley RobertsonJan 14, 20071 topic

Small Mistakes Cost You Big Money

My wife and I were shopping for a new lighting fixture to hang above our dining room table. We wanted something relatively contemporary, and in our quest, we visited over a dozen stores in search of the perfect light. This experience uncovered a wide variety of mistakes that are costing retailers big money in the form of lost sales. Here's an example of some of the situations we have encountered.nn1. We walked into one store early in the evening and were greeted with a heavy

Primary topic: Sales Training

1,112 views

By Kelley RobertsonJun 21, 20111 topic

14 Signs You are a Sales Zombie

A recent editorâs 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 signs that you might be turning into a sales zombie. 1. You no longer ask high-value qualifying questions. Asking questions takes too long and youâd rather spend your time talking abou

Primary topic: Business Networking

Business Networking

1,101 views

By Kelley RobertsonSep 28, 20081 topic

Handling the Cold Potato

Do 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.nnPersistence is an essential trait that successful sales people possess. The ability to stick with a specific task, continue in the face of adversity, or use different strategies to achieve your goal is critical if you want a

Primary topic: Sales Management Training

Sales Management Training

1,100 views

By Kelley RobertsonOct 22, 20071 topic

The Power Of Self-Development

Self-development is a critical component. Here is the transcript of an interview I recently gave that outlines the importance of self-development.nnâLetâs start with what seems to be an obvious questionâ¦why is self-development so important?ânnBusiness is more competitive and challenging than ever which means we need to continually improve our skills if we want to maintain a competitive edge. Also, because business is changing, what worked well last year, last month or

Primary topic: Sales Training

1,091 views

By Kelley RobertsonDec 29, 20081 topic

Face the Dragon

I’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.nnThis is a great example of selling because the business owners are asking for large amounts of money (from 50-400 thousand dollars). The smart entrepreneurs get it. The majority don’t. The people who get the funding general

Primary topic: Sales Management Training

Sales Management Training

1,083 views

By Kelley RobertsonFeb 18, 20091 topic

Making Your Case

At a recent industry conference, I saw and heard several different sales presentations as sponsors of the conference presented their products and services. Unfortunately, most of them missed the mark. But they are not alone; many sales presentations are ineffective. Having been subjected to dozens of sales presentation over the years, I have discovered that most sales people fail to deliver a great presentation. Yet, delivering an effective sales presentation is critical if y

Primary topic: Sales Management Training

Sales Management Training

1,077 views

By Kelley RobertsonMay 15, 20071 topic

Characteristics of Great Sales Negotiators

Virtually 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. nnHowever, I do come across great sales negotiators from time-to-time and have noticed that they typically have a few things in common. Here are the characteristics they usually possess.nnUnderstanding of the negotiating process. Hi

Primary topic: Sales Training

1,074 views

By Kelley RobertsonOct 23, 20061 topic

Dealing with Distractions

In 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 prevent us from achieving our objectives.nnWhen you work from a home office it is easy to get distracted from work, especially if it is work that you do not particularly enjoy like pr

Primary topic: Sales Training

1,066 views

By Kelley RobertsonAug 27, 20081 topic

Keep the Sale

Keep The Sale nDoes this sound familiar?nnAfter dozens of phones calls and emails as well as several face-to-face meetings, you finally reach an agreement with a prospect who is intent on buying your service, product or solution. nn“Whew! Another sale done,” you think to yourself.nnBut, wait. Before you start counting your commission it is critical that you keep the sale. Just because a prospect has agreed to move forward it does not mean that the sale will move f

Primary topic: Sales Management Training

Sales Management Training

1,062 views

By Kelley RobertsonJul 11, 20081 topic

Are Routines Holding You Back?

What routines are preventing you from increasing your sales?nnWhether 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 work, do the same things once you get to work, and take the same route home at the end of the day. Once there, you probably have dinner, watch television or read the newspaper, and follow

Primary topic: Sales Management Training

Sales Management Training

1,057 views

By Kelley RobertsonApr 17, 20111 topic

6 Fatal Email Mistakes That Cost You Money

Email 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 they make that cost them money. Mistake 1âPoor subject linernNever, ever reference your company name in a prospecting email. Thatâs the fastest way to make sure it doesnât get read

Primary topic: Business Start-up

Business Start-up

1,051 views

By Kelley RobertsonApr 15, 20091 topic

The Rules of Selling

We live in a quick-fix society so itâs no wonder that many salespeople look for the magic cure or band-aid solution to increase their sales. However, I believe that success in sales follows a basic set of rules.nnFill the pipeline. Many people experience tremendous peaks and valleys in their sales because they do not consistently prospect for new business. This frequently occurs when a sales person is busy. They neglect to prospect because it is the least enjoyable aspect o

Primary topic: Sales Training

1,048 views

By Kelley RobertsonFeb 18, 20091 topic

Sales Strategies for a Tough Economy

Times are tough. Companies are cutting back, people are tightening their belts, and many decision-makers are holding off on major purchases. However, your company has not reduced your sales quotas. Selling in a difficult economy requires a different approach than during a robust one. Letâs look at what you need to do to actively compete and keep your sales afloat.nnFirst and foremost, donât believe everything you hear. Just because the media says that the economy is slidi

Primary topic: Sales Management Training

Sales Management Training

1,046 views

By Kelley RobertsonJun 30, 20051 topic

Donât Waste My Time!

Donât Waste My Time!nnMany participants in my programs ask how to deal with people who appear to be seeking information and nothing more. In many environments these individualâs are called time wasters. Time wasters come in every shape and form but they usually possess a few consistent characteristics â they ask a continuing stream of questions, take up loads of our time, and seldom end up buying anything.nnWhat is particularly interesting about these situations is that

Primary topic: Sales Training

1,043 views

By Kelley RobertsonApr 16, 20071 topic

The Myths of Selling

For more than a decade I have the opportunity to interact with thousands of salespeople and I have discovered a few myths that many of them have fallen prey to. Here are just a few.nn1. Buyers are liars. I’m constantly amazed how many salespeople use this expression. Do people mislead salespeople? Absolutely. But this usually occurs when the sales person has failed to earn that person’s trust. Gaining someone’s trust means not pushing them into making a buyi

Primary topic: Sales Training

1,043 views

By Kelley RobertsonJan 14, 20071 topic

Who is Costing You Money?

My wife and I recently needed to renew our mortgage for another term. The last time our mortgage was due, our bank called several months in advance and offered a good interest rate so we automatically renewed with them. This year, however, was a bit different. We decided to do a bit of homework before speaking to our bank so that we would be in a better position to negotiate a better interest rate. We did some research and found a lender who offered an extremely attractive in

Primary topic: Sales Training

1,040 views

By Kelley RobertsonFeb 24, 20081 topic

Powerful Questions That Will Increase Your Sales

I recently wrote an article called, Feeble Questions Can Kill Your Business. In the article, I stated that too many sales people get caught in the trap of asking low-quality questions instead of more powerful ones. Many people contacted me and requested more information on what constitutes a great question. This article will address that issue.nnFirst, the reason it is important to ask questions is to gain a thorough understanding of each customerâs situation including thei

Primary topic: Sales Training

1,024 views

By Kelley RobertsonFeb 27, 20071 topic

The Easiest Sale

Want to increase your sales immediately? nnVirtually everyone wants a quick, easy solution that will help them increase their sales. Fortunately, in all but a few situations, this is not an impossible task. The key is to sell to the right people. This doesnât mean trying to connect with the key decision-maker in a particular organization or creating a list of ideal companies to contact. Iâm talking about tapping into your existing customer base.nnMost people in business t

Primary topic: Sales Training

1,024 views

By Kelley RobertsonMar 22, 20081 topic

I Propose

Many companies and their decision-makers require written proposals, and if you are like many sales people, you probably shudder at the thought of this request. However, writing a good proposal doesnât have to be painful providing you keep a few points in mind.nnFirst, recognize that closing the sale in a business proposal is a process, not an event. It doesnât occur just because you have asked for a commitment or because you have presented all the features and benefits of

Primary topic: Sales Training

1,013 views

By Kelley RobertsonMay 20, 20111 topic

Have You Got the Courage to Ask?

During 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 qualifying questionsrnI know you probably think you ask enough questions but Iâll challenge you on this because most of the sales people I encounter donât ask nearly enough good qualifying q

Primary topic: Achievement

1,007 views

By Kelley RobertsonFeb 28, 20111 topic

10 Thing Sales People Need to Know About C-Level Decision Makers

Selling 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 is to improve their business. This includes increasing sales, market share, customer loyalty; reducing costs, errors, or employee turnover; improving productivity, employee engagement, cust

Primary topic: Business Start-up

Business Start-up

1,006 views

By Kelley RobertsonNov 24, 20081 topic

What Customers Hate About You

Recent research uncovered almost eighty reasons why customers dislike salespeople. Here are the top seven.nn1. Not listening.nThis was the most cited reason customers dislike salespeople. Too many salespeople neglect to listen to what their customers or prospects say which means they fail to address the key issues that their customer has stated as being important. I remember an interaction with a couple of salespeople a few years ago. One of them asked some great questions to

Primary topic: Sales Management Training

Sales Management Training

1,005 views

By Kelley RobertsonSep 5, 20071 topic

How NOT To Handle a Cold Call

Like 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; nn“Was I the person in charge of web design for my company?”n“Did I currently have a website?”nnAfter I responded positively, she began blabbering on for a several minutes and it was evident that she was reading a script. Of cours

Primary topic: Sales Training

985 views

By Kelley RobertsonFeb 27, 20111 topic

How to Master a 30 Minute Sales Meeting

You 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 didnât take the time to ask this new prospect any questions during your brief telephone conversation and now youâre concerned because thirty minutes isnât much time to fully explore his situation AND present your solution. Hereâs how you can master that sales meeting. First, your main objectives are to gain

Primary topic: Sales Training

976 views

By Kelley RobertsonAug 19, 20051 topic

Men Are From Mars

âMen are from Mars, Women are from Venus.â John Gray penned this phrase many years ago to help men and women communicate more effectively. Since this book was written, it has been determined that both genders not only communicate differently, they also buy differently too. Learning how to effectively sell to each gender can significantly improve your sales results and increase customer loyalty. Letâs start by comparing how men and women view the shopping process.nThe Sh

Primary topic: Sales Training

969 views

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