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| Articles by Kelley Robertson |
31. What Customers Hate About You
November 04, 2008
Recent research uncovered almost eighty reasons why customers dislike salespeople. Here are the top seven.
1. Not listening. This 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 ...
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32. Handling the Cold Potato
September 29, 2008
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.
Persistence is an essential trait that succe...
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33. Keep The Sale
August 26, 2008
Does this sound familiar?
After 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.
“Whew! Another sale done,” you think to yourself.
But, wait. ...
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34. Think Before You Speak
July 14, 2008
You are talking to a customer and after you present your product, service or solution, she asks, “What discount can I get?” or “What can you do about the price?” Think before you speak otherwise this innocent-sounding question will cost you money right off your bottom line. While it’s tempting to of...
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35. Are Routines Holding You Back?
June 30, 2008
What 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 ...
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36. Take Out the Trash
May 20, 2008
Is your head trash piling up?
The term “head trash” came up during a conversation with a colleague and he used the phrase to describe the mental garbage that affects the performance of most sales people. Head trash is a collection of limiting thoughts or ideas that prevent you from ...
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37. How to Sell to Anyone
May 20, 2008
Let’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 ...
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38. I Propose
March 26, 2008
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 doesn’t have to be painful providing you keep a few points in mind.
First, recogn...
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39. Powerful Questions That Will Increase Your Sales
February 25, 2008
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 q...
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40. A Winner's Attitude
January 09, 2008
What 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 associates. ...
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STEPHEN BYE
Steve Bye is currently a fiction writer, who published his first novel, ‘Looking Forward Through the...more
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TIM FAY
After 60-plus years of living, I am just trying to pass down some of the information that I have lea...more
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GENE MYERS
Author of four books and two screenplays; frequent magazine contributor. I have four other books "in...more
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LAURA JEEVES
At LeadGenerators, we specialise in content-led Online Marketing Strategies for our clients in the t...more
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ALEX BELSEY
I am the editor of QUAY Magazine, a B2B publication based in the South West of the UK. I am also the...more
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SUSAN FRIESEN
Located in the lower mainland of B.C., Susan Friesen is a visionary brand strategist, entrepreneur, ...more
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SHALINI MITTAL
A postgraduate in Fashion Technology. Shalini is a writer at heart! Writing for her is an expression...more
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ADRIAN JOELE
I have been involved in nutrition and weight management for over 12 years and I like to share my kn...more
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JAMES KENNY
James is a Research Enthusiast that focuses on the understanding of how things work and can be impro...more
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Author: Kelley Robertson
