http://www.isnare.com/?s=author&a=Kelley+Robertson Business Management Kelley Robertson Wed, 12 Nov 2008 00:00:00 -0800 http://www.isnare.com/?aid=275050&ca=Business+Management 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... Business Kelley Robertson Tue, 19 Feb 2008 00:00:00 -0800 http://www.isnare.com/?aid=182856&ca=Business What are you afraid of? If you are like most of the people I encounter in my sales training programs, you likely have some type of fear relating to the sales process. When I pose this question to people in my workshops, the fear of rejection is usually the top concern participants express. For me,... Business Kelley Robertson Tue, 19 Feb 2008 00:00:00 -0800 http://www.isnare.com/?aid=182857&ca=Business Like most business people, I receive my fair share of cold calls. During a more recent call, the person calling said that she worked for one of North America’s largest website developer. She then asked me two questions; “Was I the person in charge of web design for my company?” “Did I currently have... Self Help Kelley Robertson Wed, 13 Feb 2008 00:00:00 -0800 http://www.isnare.com/?aid=196895&ca=Self+Help Self-development is a critical component. Here is the transcript of an interview I recently gave that outlines the importance of self-development. “Let’s start with what seems to be an obvious question…why is self-development so important?” Business is more competitive and challenging than ever whic... Business Kelley Robertson Sat, 02 Feb 2008 00:00:00 -0800 http://www.isnare.com/?aid=136845&ca=Business During a recent presentation we were discussing the importance of being able to deliver a clear, concise message when you first meet with a prospect and we agreed that a quick, thirty second introduction would be an effective approach. A participant challenged me, saying that an introduction of this... Business Kelley Robertson Wed, 09 Jan 2008 00:00:00 -0800 http://www.isnare.com/?aid=130982&ca=Business Virtually everyone wants a quick, easy solution that will help them increase their sales. Fortunately, in all but a few situations, this is not an impossible task. The key is to sell to the right people. This doesn’t mean trying to connect with the key decision-maker in a particular organization or... Business Kelley Robertson Sat, 08 Dec 2007 00:00:00 -0800 http://www.isnare.com/?aid=144238&ca=Business For more than a decade I have the opportunity to interact with thousands of salespeople and I have discovered a few myths that many of them have fallen prey to. Here are just a few. 1. Buyers are liars. I’m constantly amazed how many salespeople use this expression. Do people mislead salespeople? Ab... Business Kelley Robertson Tue, 20 Nov 2007 00:00:00 -0800 http://www.isnare.com/?aid=162811&ca=Business Persistence is a vital skill that every sales person needs. It’s been said that most sales are made after eight contacts with a prospect. However, most people tend to give up after just three or four attempts. Let’s explore the behind-the-scene dynamics involved in a typical scenario. Meet Mrs. Exec... Business Kelley Robertson Wed, 07 Nov 2007 00:00:00 -0800 http://www.isnare.com/?aid=118455&ca=Business My wife and I recently needed to renew our mortgage for another term. The last time our mortgage was due, our bank called several months in advance and offered a good interest rate so we automatically renewed with them. This year, however, was a bit different. We decided to do a bit of homework befo... Business Management Kelley Robertson Tue, 30 Oct 2007 00:00:00 -0700 http://www.isnare.com/?aid=118456&ca=Business+Management My wife and I were shopping for a new lighting fixture to hang above our dining room table. We wanted something relatively contemporary, and in our quest, we visited over a dozen stores in search of the perfect light. This experience uncovered a wide variety of mistakes that are costing retailers bi...