About Kelley Robertson

2006 Kelley Robertson, All rights reserved.

Kelley Robertson works with specialty retailers to help them capture more from each sale. He is the author of two books including the best-seller, Stop, Ask & Listen-Proven Sales Techniques to Turn Browsers into Buyers. Receive a FREE copy of 100 Ways to Increase Your Sales by subscribing to his free newsletter available at http://www.RobertsonTrainingGroup.com.

Kelley speaks regularly at conferences, sales meetings, and corporate functions. For information on his programs contact him at 905-633-7750 or Kelley@RobertsonTrainingGroup.com.
Dealing With Distractions in Sales

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.

The Tidal Wave Sale

In a sales interaction with a prospective client, I offered several solutions to his particular situation. I had asked him several questions, and upon determining his needs, presented a variety of different answers.

Don’t Waste My Time!
· 1

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 characteristics – they ask a continuing stream of questions, take up loads of our time, and seldom end up buying anything.

Selling to Executives Made Easy

A participant in one of my training workshops once commented how challenging it was for him to sell to senior executives. I could relate to his concern because I, too, used to find it intimidating.

The Power of Confidence

My experience has taught me that people want to buy from sales people who are confident in their abilities. Taking control of the circumstances and situations around you will develop your self-confidence.

Bite Your Tongue

Most 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.

Assumptions – The Hidden Sales Killer

Assumptions can kill a sale. In my sales training workshops, I frequently discuss the importance of not making assumptions about a person before, during, or after the sales process.

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.

Creating a Powerful Sales Presentation

The quality of your sales presentation will often determine whether a prospect buys from you or one of your competitors.

Bullet-Proof Your Business

Today’s business environment isn’t getting any easier, nor will it get easier anytime in the future. I’m not psychic but I have learned that business NEVER gets simpler. More competition, shrinking profit margins, increases in fixed and operating costs are just a few of the issues we deal with everyday. You can lament this fact or, you can take proactive measures to bullet-proof your business. Here are few strategies that can help:

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.

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:

How to Eliminate Price Objections

Virtually every person in sales experiences price objections. Unfortunately, the majority of sales people take the wrong approach and try to box customers into a corner by asking questions such as:

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 – 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.

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. Follow these five strategies to make networking profitable:

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.

Price Isnt 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.

Maximizing Your Sales Opportunities

“If you saw a $20 bill lying on the sidewalk would you leave it there?”

At this point many sales people think their job is done once they have closed the sale, particularly in a retail environment.

Listen Your Way to Sales Success

There are many factors and variables that affect our sales on any given day. There is however, one key skill that will increase help you increase your sales immediately.

Listen to your customer!

Can You Haggle?

“What’s your best price?”
“You’ll have to do better than that.”
“I can get it for…at your competitor.”

Presentations That Sell

Unfortunately, many presentations causes the prospect to quickly lose interest and say something like, “Lemme think about it. I’ll call you.” And, most of the time, they don’t. We think we did a good job but now the prospect doesn’t return our calls and all indications point to “no sale.” Where did we go wrong?

There were likely a few things we missed; mistake that many salespeople commonly fall prey to during their presentations. Here are a few suggestions that will help you increase the impact of your presentations, keep your prospect’s attention and increase the probability of closing the sale:

Qualifying: The Critical Skill

For many entrepreneurs and small business owners, selling is not usually one of our favorite tasks. We picture salespeople as greedy, unethical and unscrupulous individuals who are determined to close a sale at any cost. Yet, we cannot survive without generating sales so selling skills are a critical competency we need to acquire.

Selling is an honorable profession and everyone who operates a business should learn some fundamentals. From my perspective as a small business owner, sales trainer, and consumer, the most important skill to learn is how to effectively qualify your prospect.