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Kelley Robertson/
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Articles by Kelley Robertson

Browse published articles attributed to Kelley Robertson, with full-archive search.

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Showing 51–73

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 RobertsonMay 19, 20081 topic

How To Sell To Anyone

Letâs 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 have because of conflicting personalities. This article will look at the four key types of people and how to improve your results with each. nnDirect Donna. Donna is very direct in her

Primary topic: Sales Training

924 views

By Kelley RobertsonSep 30, 20041 topic

The Top 7 Sales Blunders

We 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.nn1. Allowing a prospect to lead the sales process. The best way to control the sales interaction is to ask questions. This is also the best way of learning whether or not your product or service meets the needs

Primary topic: Sales Training

924 views

By Kelley RobertsonMay 14, 20041 topic

Focus on a Trade - Not a Discount

Smart 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. nnHowever, negotiating is not always about price. Although price is a factor in virtually every sale it is not usually the primary or motivating factor. Everything you say and do from the first contact with a prospect affects the value of your product or service in their mi

Primary topic: Sales Training

908 views

By Kelley RobertsonAug 21, 20061 topic

Avoid the What If Approach

âWhat if I could show you how you could save money, would that be of interest to you?ânâWhat if I told you that you could capture more market share, would you like to hear how we can help you do this?ânâWhat if our system saved you time, would that be of value to you?ânâWhat if I matched our competitorâs price, would you buy it?ânnWhat if you were a buyer who heard one of these lines? Would you feel compelled to buy from that person? I highly doubt it. nnMan

Primary topic: Sales Training

907 views

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 views

By Kelley RobertsonMay 8, 20061 topic

Are Your Policies Hurting Your Business?

A customerâs purchase is overcharged by $10.00. The store policy is clearâ¦ âNo cash refundsâ 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.nnA customer wants to exchange a sale item she bought three hours earlier but the store policy states, âAll sales are final.â The employee adamantly refuses to exchange the item fo

Primary topic: Sales Training

897 views

By Kelley RobertsonSep 30, 20051 topic

Characteristics of Successful Salespeople

What separates successful sales people from everyone else? I believe that most successful sales people, in virtually any industry, possess the following characteristics:nn1. They are persistent. Selling or running a business for a living requires a tremendous amount of persistence. Obstacles loom in front of us on a regular basis. But itâs what you do when faced with these barriers that will determine your level of success. I believe it was Brian Tracy who once said that a

Primary topic: Sales Training

896 views

By Kelley RobertsonApr 19, 20051 topic

Standing Above The Crowd

Standing Above The CrowdnnIn todayâs highly competitive business environment it is critical to find ways to separate yourself from the other companies who sell the same â or similar â product and/or service. Here are several strategies that can help you accomplish this:nnHelp your clients achieve their goals. Virtually every business person has specific goals they are striving to achieve. These can include everything from increasing their market share and sales, to redu

Primary topic: Sales Training

889 views

By Kelley RobertsonNov 15, 20041 topic

Voice Mail That Sells

As a business owner, I receive my share of sales calls in a given month. More often than not, Iâm 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 can correct them.nnMistake #1 â The message lacks focus or clarity. You are more likely to receive voice mail today than actually connect with the person you are trying to contact.

Primary topic: Sales Training

888 views

By Kelley RobertsonMar 6, 20061 topic

Balancing the Scales

If youâre like most people you are probably working harder and longer than you used to. As a result, finding balance in todayâs 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:nn1. First and foremost, you must love what you do. We spend over a third of our life at work â doesnât it make sense to enjoy it? I learned many years ago that the more you enjoy your job or

Primary topic: Sales Training

875 views

By Kelley RobertsonFeb 1, 20061 topic

The Myth About Price

In todayâs competitive business environment, it often seems that the most important aspect of someoneâs 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 face price objections on a regular basis.nnI will never dispute that price is a factor in every sale. However, it is seldom the primary factor. If price was the only reason people b

Primary topic: Sales Training

874 views

By Kelley RobertsonJul 14, 20061 topic

Communicate to Succeed

During 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 wasnât ready to make the purchase that day but when I returned almost two weeks later my regular âsales guyâ, had obviously been told what product I was considering. That meant that I didnât have to go through the entire sales process again which saved me time.nnA couple of days later, I di

Primary topic: Sales Training

873 views

By Kelley RobertsonMar 30, 20111 topic

Increase Your Sales By Avoiding These Lame Sales Questions

During 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, âWhen Iâm talking to a new prospect I like to ask, âWhat do you know about us?â An uncontrollable groan escaped when I heard this. But it got me thinking, what other lame questions do sales people ask? Here are a few that Iâve heard over the years and still co

Primary topic: Business Networking

Business Networking

866 views

By Kelley RobertsonApr 10, 20061 topic

Does Your Service Sell?

Smart 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 activities and mutually exclusive. So, where does the service part of the job end and where does selling begin in a retail store?nnI believe that service and selling work hand-in-hand to

Primary topic: Sales Training

862 views

By Kelley RobertsonJun 7, 20051 topic

Bite Your Tongue

Most people donât 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. nnThe customer started describing his situation and after a few moments he paused â briefly. It was an opportune time for the sales person to make a comment or talk about her product and service. However, she remained silent, sensing that the customer had more to say. Her intui

Primary topic: Sales Training

843 views

By Kelley RobertsonMay 27, 20061 topic

The Power of One

One is a very tiny number. However, it can have a tremendous impact on your revenues. Here are some ideas to consider:nn 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 meetings could you turn into sales? Consider your current conversion ratio and think of the impact on your business.nn Suggest one additional item to every customer. This is pa

Primary topic: Sales Training

826 views

By Kelley RobertsonJan 10, 20061 topic

The Power of a Name

Remembering a customerâs 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 personâs name, especially if we have only met them once. Like anything else mental, the harder you try to remember someoneâs name, the more it will elude you. However, there are a few things you can do that will help;nn1. One of the most common tips is to

Primary topic: Sales Training

818 views

By Kelley RobertsonMay 14, 20041 topic

Focus on a Trade - Not a Discount

Smart 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. nnHowever, negotiating is not always about price. Although price is a factor in virtually every sale it is not usually the primary or motivating factor. Everything you say and do from the first contact with a prospect affects the value of your product or service in their mi

Primary topic: Sales Training

764 views

By Kelley RobertsonMay 14, 20041 topic

Focus on a Trade - Not a Discount

Smart 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. nnHowever, negotiating is not always about price. Although price is a factor in virtually every sale it is not usually the primary or motivating factor. Everything you say and do from the first contact with a prospect affects the value of your product or service in their mi

Primary topic: Sales Training

758 views

By Kelley RobertsonApr 11, 20111 topic

How to Increase Your Sales By Asking

Too many sales people donât 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 summon up the courage to ask. 1. Ask for help. First and foremost, if you need help it is essential that you ask. Ask the top sales person in your company for ideas, advice and feedback

Primary topic: Business Networking

Business Networking

738 views

By Kelley RobertsonMay 14, 20041 topic

Focus on a Trade - Not a Discount

Smart 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. nnHowever, negotiating is not always about price. Although price is a factor in virtually every sale it is not usually the primary or motivating factor. Everything you say and do from the first contact with a prospect affects the value of your product or service in their mi

Primary topic: Sales Training

733 views

By Kelley RobertsonMay 14, 20041 topic

Focus on a Trade - Not a Discount

Smart 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. nnHowever, negotiating is not always about price. Although price is a factor in virtually every sale it is not usually the primary or motivating factor. Everything you say and do from the first contact with a prospect affects the value of your product or service in their mi

Primary topic: Sales Training

705 views

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