Tag Archives: Kelley Robertson

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Kelley Robertson’s Post: How Serious Are You?

Over the years I have had the good fortune of working directly with hundreds of sales people in a wide range of industries. I have seen dozens of sales people who have tremendous potential fail and other less talented individuals succeed. I have also witnessed on numerous occasions people who seem to be on their way down or out and this group fascinates me the most. I remember watching one particular sales rep dramatically improve his results when it appeared … Continue reading →

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Kelley Robertson’s Post: Why You’re Still Waiting for Prospects to Call Back

Ever wonder why prospects don’t respond to your voice mail message? Lately, I have been listening to voice mail messages left by sales people and I have to say I’m not surprised why they don’t get return calls. Few, if any, of the messages were effective. Here are three reasons why your prospects don’t call you back what you can do to get a different result. Message length Most of the voice mail messages I listened to were far too … Continue reading →

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Kelley Robertson’s Post : Why Happy Ears Are Hurting Your Results

A recent article by Nancy Nardin, Smart Selling Tools, used the phrase “happy ears” and it referred to situations when we hear what we want to hear. For example, “Your solution looks great!” However, when we use happy ears to filter information in a sales call, it can lead to “no deal” if we’re not careful. Just because someone loves our solution does not mean they are prepared to move ahead with the decision. As a sales professional, we need … Continue reading →

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Kelley Robertson’s Post : Why Happy Ears Are Hurting Your Results

A recent article by Nancy Nardin, Smart Selling Tools, used the phrase “happy ears” and it referred to situations when we hear what we want to hear. For example, “Your solution looks great!” However, when we use happy ears to filter information in a sales call, it can lead to “no deal” if we’re not careful. Just because someone loves our solution does not mean they are prepared to move ahead with the decision. As a sales professional, we need … Continue reading →

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Kelley Robertson’s Post: Say “Bye-Bye”

Very few of the sales people I have encountered enjoying walking away from a deal. As a result, they end up working a potential deal for an extended period of time only to have it fall apart. Here are 11 warning signs that that indicate it might be time to walk away from a deal. 1. Your prospect gives you excuses such as, “We haven’t got to it yet” or “We’re still considering your proposal” or “We’re still thinking about … Continue reading →

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Kelley Robertson’s Post : What the 2013 Masters Taught Me About Selling

This year’s Masters Tournament has proved to be one of the more interesting ones in my opinion. Of course, with sales being my passion, I naturally looked to see how I could connect the tournament to selling. Here are three sales lessons I learned during this year’s Masters Tourament. BTW: I am not going to discuss concepts such as practise, hard work, getting up early and working late. You already know those concepts are important. Young Kids Can Compete Fourteen-year-old … Continue reading →

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Kelley Robertson’s Post: Selling to the Critical Thinker

A sales rep recently expressed his frustration about an account he had been trying to penetrate. He had exhausted every tactic in his toolbox to convince the prospect to buy but everything was met with resistance and negativity. After speaking with him for a few minutes it became evident that the sales rep was an optimist (aka an influencer). He told stories, name-dropped, and amped up his level of enthusiasm in order to convince the prospect to take action. Unfortunately, … Continue reading →

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Kelley Robertson’s Post: What Driving a Lamborghini Taught Me About Selling

  Back in mid-December I conducted a sales training workshop for a new client at their conference in Las Vegas. During my visit to Sin City, I had the good fortune of driving a sports car at Exotics Racing. The track was 1.2 miles (1.9 km) long and it included an 1800 foot (548 m) straightaway and seven different turns ranging in tightness and difficulty. And, you could choose from 13 different exotic cars. I chose a Ferrari F430 F1 … Continue reading →