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Kelley Robertson

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President, The Robertson Training Group

640 points

I help sales professionals master their sales conversations so they can win more business and earn more money.

Keynote speaker, workshop leader & author of two sales books: "Stop, Ask & Listen--Proven Sales Techniques to Turn Browsers into Buyers" and "The Secrets of Power Selling"

WEB: Daily Sales Insights

April 4, 2012

Kelley Robertson is speaking at this roundtable

Sales Influencers: Part Two

Sales Influencer

Oct. 18, 2011

Kelley Robertson is now following Brian MacIver

Oct. 18, 2011

Kelley Robertson and 12 other people answered this question at this roundtable

Sales Training Doesn't Work - Unless You do THIS [10/14 @ 11 am]

What do you do if your top producer refuses sales training?

Interesting responses so far...
Robert suggested that the top performer assist in delivering part of the training. In my opinion, this is fatal mistake! Just because someone is a top performer, does not mean they possess the necessary skills to help others improve their performance.
And with ... more

General Management

Human Resources

Oct. 12, 2011

Kelley Robertson and 7 other people answered this question

Why don't sales people ask for the sale?

I used to ask this question in my sales training workshops and heard these responses:
"I'm afraid of rejection"
"I don't know exactly what to say"
"I don't know how to ask"
"I'm afraid the customer will think I'm being pushy"
"I don't know when to ask"
"I might lose the ... more

Sept. 28, 2011

Kelley Robertson and 2 other people answered this question

If you could change 1 thing about sales today, what would it be and why?

Great policy Andrew! I will definitely take you up on your offer if I ever get to the DC area. more

Sales Management

Aug. 18, 2011

Kelley Robertson and 6 other people answered this question

How much and what kind of training do retail salespeople receive?

Michael,
A friend of mine used to do the same exercise when he did retail training and he got the same results.
It's such a simple step that sooooooo many sales people (retail AND B2B) simply don't execute.
Cheers! more

Aug. 18, 2011

Kelley Robertson and 4 other people answered this question

Have you ever walked away from a sale? Why?

Lauren,
I couldn't help but chime in here!
When I first started my sales training business I used to take any business that came my way (I don't like to admit that but it's true!). However, after working with one client, I realized that this was not ... more

Sales Management

Aug. 12, 2011

Kelley Robertson and 1 other person answered this question

how often should you contact your prospects before being annoying

It's not so much the frequency but the quality of the contact.
If you are calling (or emailing) and saying, "Hi Mr. Prospect, it's Kelley calling from ABC company. We specialize in...I'd like to set up a meeting..." you are wasting your time.
This approach is tired ... more

Aug. 11, 2011

Kelley Robertson and 1 other person answered this question

Do different buyer’s personalities require different approaches to selling?

Absolutely!
One of the biggest mistakes sales people make is using the same approach when selling to ALL of their customers. However, every buyer is different and requires a slightly different approach.
For example, my natural sales style is to invest time on social conversation, tell stories ... more

June 26, 2011

Kelley Robertson and 6 other people answered this question

What do C-level executives expect from salespeople during sales calls?

I was planning to answer this question until I read Tibo's response which summed it up perfectly! more

C-level Management

Sales Management

May 28, 2011

Kelley Robertson and 5 other people answered this question

How can sales reps use Powerpoint, etc. to create a two-way dialogue with their prospects/customers?

With all due respect to Pankaj, opening your presentation by telling the prospect about your company and services is the wrong way to go.
When I meet with a new prospect to discuss a sales training workshop, I start with my understanding of their situation, their ... more

Sales Management

May 27, 2011

Kelley Robertson and 38 other people answered this question

How long does it take you to write a blog post?

Interesting comments so far!
I write a new post every day (M-F) so I often get my ideas (or a title) from something I've recently read or experienced or from a conversation with a friend, business acquaintance or customer.
In most cases, a typical blog post of ... more

Online Marketing

May 19, 2011

Kelley Robertson and 16 other people answered this question

Do sales people need a killer instinct to succeed?

Paul, that was a terrific answer (there are no right or wrong responses). I posted this question in a LinkedIn discussion group and have to say that your response gave a completely different perspective.
Thanks for sharing! more

Sales Performance

May 10, 2011

Kelley Robertson recommends this answer by Gary Hart

What don't they teach you in sales training that you really want to know?

Michael, this happens for a number of reasons; here are two.
1. Many trainers have never actually sold. Unfortunately, there are so-called "certified sales trainers" that never sold lemonade or comic books, let alone products and services. Nothing can replace experience and the only way ... more

May 10, 2011

Kelley Robertson and 8 other people answered this question

What are some good books on sales training?

Hi Justin,
It all depends on what type of knowledge you're looking for. Here are some of the best books I've read...
General Sales
SNAP Selling, Jill Konrath
Selling to the C-Suite, Nicholas A.C. Read
Questions That Sell, Paul Cherry
No More Cold Calling, Joanne Black
SPIN Selling, Neil Rackham
Advanced Selling Strategies, ... more

Sales Techniques

Sales Training Techniques

May 9, 2011

Kelley Robertson and 3 other people answered this question

What is the protocol for thanking people for retweeting?

I try to thank eveyone who RTs. However, in most cases, I send a direct message unless the person who RT'd doesn't follow me.
I also try to limit the thank-you's If someone RTs several posts, I'll thank them once. I'll also look at the ... more

General Management

March 29, 2011

Kelley Robertson and 1 other person answered this question

How do we teach sales people how to learn buying facilitation(tm)?

Call Sharon Drew Morgen or buy a copy of her book for each of your sales people. She's the expert in this field. more

Anthony Iannarino

Buyer Facilitation

March 24, 2011

Kelley Robertson asked a question

How do you turn down an endorsement request on LinkedIn?

March 21, 2011

Kelley Robertson and 11 other people answered this question

Presentation skills: how to handle tough questions?

I do one of three things:
1. Admit that I don't know the answer and tell the person that I will get it for them. Then I get their card and follow-up as promised.
2. Redirect the question back to the group and get their input. This ... more

General Management

Presentation Skills

March 9, 2011

Kelley Robertson and 7 other people answered this question

What are the most deceptive inside sales tactics you've seen used to close business?

LOL! I guess it applies to many industries doesn't it?

March 2, 2011

Kelley Robertson and 12 other people answered this question

Why do buyers claim that 50% of all the sales people they meet are not prepared for the meeting?

Unfortunately, very few sales people do any planning before sales calls, meetings or appointments. As a result, they launch into their 'canned' presentation and as Michael suggested, they practice reverse medicine.
Part of the problem is that the majority of sales people receive little, if any, ... more

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