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Articles by Kelley Robertson 
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Dealing with the Dreaded Price Objection
In the fifteen years I have been working with sales teams I have consistently found that price objections are still one of the most commonly requested programs. In today’s commod... More...
By Kelley Robertson,
Toronto, Canada - March 24th, 2010
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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 income—and he works in automotive sales!... More...
By Kelley Robertson,
Toronto, Canada - February 2nd, 2010
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How to Achieve Your Sales Targets in 2010
I’m sure by now that you have established your sales targets for next year. If you haven’t I suggest that you get cracking and do it now. Time is slipping past! If you have set... More...
By Kelley Robertson,
Toronto, Canada - January 6th, 2010
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Why Your March Sales Suck
Journal entry: December 10, 2009
“My calendar is full and my sales are on track. Looks like I’ll end the year ahead of target. This means my boss will finally stop bugging me ... More...
By Kelley Robertson,
Toronto, Canada - December 14th, 2009
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Why Sales People Hate Cold Calling
Cold calling is a fact of life for most people in sales. Sure, the vast majority would prefer to rely on referrals, word-of-mouth, or some other lead source that reduces or elimina... More...
By Kelley Robertson,
Toronto, Canada - November 23rd, 2009
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3 Sales Lessons I Learned from a Raccoon
From the outside, selling seems like a fantastic career. Many sales people get to travel, attend trade shows, go to conferences, socialize, and earn a ton of money. However, those ... More...
By Kelley Robertson,
Toronto, Canada - November 23rd, 2009
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If At First You Don’t Succeed
I suspect that you have heard the expression “If at first you don’t succeed try, try again.” This adage was created many decades ago and it remains true to this day. And even... More...
By Kelley Robertson,
Toronto, Canada - October 21st, 2009
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Cost versus Worth
“How much will this cost?”
Many sales people shudder when faced with this question. They stutter, stammer, and hem and haw. This is where the rubber hits the road and when t... More...
By Kelley Robertson,
Toronto, Canada - September 8th, 2009
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Pick at the Scab
Sales professionals usually ask a few questions in order to gain a better understanding of their prospect’s situation. However, most of them don’t probe deep enough into the si... More...
By Kelley Robertson,
Toronto, Canada - September 8th, 2009
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How to Lose a Prospect’s Attention Quickly and Easily
When you make contact with a new prospect—either by telephone or in a face-to-face meeting—you have an extremely short window of time to connect with them. If you fail to achie... More...
By Kelley Robertson,
Toronto, Canada - June 27th, 2009
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Running Effective Sales Meetings
Sales meetings are a fact of life and business and they are important for a variety of reasons. They allow larger companies to address the entire sales team as a group. They offer ... More...
By Kelley Robertson,
Toronto, Canada - June 27th, 2009
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Don’t Be a Communist Salesperson
In a communist country virtually everyone is treated the same. Unfortunately, many sales reps take the same approach and treat all of their customers equally. They spend about ... More...
By Kelley Robertson,
Toronto, Canada - May 11th, 2009
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