Today sales expert Art Sobczak uses a real-life example to remind us of sales tactics to avoid - one of the biggest being stale, manipulative techniques to get past the gatekeeper.
This actually happened to me a few years ago, and I was reminded of it when a reader told me he received a call from a guy using the same technique.
The caller was suspiciously evasive with my assistant: "I'm calling him back. Will you connect me now please?" he insisted.
My calls aren't screened, but I do want to know who's calling and the nature of the call. "There's some guy on line one ... says he's calling you back. I don't recognize the name. Sounds like kind of a jerk."
The caller greeted me:
"Hi Art, Gary Smith with International Investors."
He then breathlessly spewed a pitch on municipal bonds.
I interrupted him. "I don't know you and never called you. You told my assistant you were calling me back."
"Yeah, well, heh, heh ... I called you a few days ago, you weren't in, so now I'm calling you back. I told the truth."
Wonderful. Someone who practices "technical truth."
Perhaps deception, mincing of words, evasion of questions, and outright lies are accepted by and expected from some people, but I believe they have no place in professional sales. I have to wonder, when callers use these tactics, what are they thinking? That the person they actually get through to--if they do--is going to congratulate them for being a slimeball? Hey, nice job buddy on using the old, "It's a personal call" technique to get through to me. Haven't heard that one in a while!
Tactics to Avoid
Here are tactics to avoid when dealing with screeners, and on voice mail ... approaches that clearly label callers as time-wasting, self-interested salesmen.
-Leaving only a name and number for a call back. Not identifying your company suggests you have something to hide. Granted, it almost forces the prospect to return the call, thinking it might be a prospect or customer. He might even get his expectations up. But the balloon falls with a thud when he realizes it's a salesperson trying to sell him something.
-Making a statement, then a demand. As in, "I need to speak with Jan Smith. Please connect me." Sure. Let's try to intimidate the screener into putting the call through. What are these people thinking?
-Believing the nonsense of, "Never give screeners any information because they can't buy from you." Maybe most of them can't make the final decision to buy, but they can make the decision that no one will buy from you.
Keep in mind what the screener says to the boss after they put you on hold and announce the call to the boss. You don't want them to say, "There's some bozo on the line who sounds like he's selling something. Want me to ditch him?"
What To Do Instead
Here are some ideas on what to do to enhance your chances of reaching your decision maker, getting help in doing so, and having more and better information once you arrive.
-Ask for help. The simplest, yet most effective technique I know is asking for help. You appeal to a person's innate sense of feeling needed, wanted ... important.
-Ask for information. Engage in "social engineering" as I explain in "Smart Calling." Gather as much elementary, factual, qualifying information as you can before speaking with your decision maker. They expect it. Their job is not to waste time educating you with stuff you should already know by the time you reach them. Preface your questions to screeners, assistants ... anyone, with, "I want to be sure that what I have will be of interest to Kathy. There's probably some information you could give me ..." This also positions you apart from typical salespeople who don't respect the buyer's time.
-Have something of value. This is the not so secret "secret" to getting people to return your calls, or at least them being in a positive frame of mind when you call back. You must, I repeat, must, have something of interest for them. Why would they take your call otherwise?
-Your value item should answer a question: "What will you help them gain or avoid?" They don't care diddly about your products or services. They'll let you through or return your message if they suspect you might be able to help them get something they want, or avoid something they don't. And the more customized and relevant your value item, the better (see the point above about gathering information).
For example, a value statement to a screener could be, "We specialize in helping H.R. Directors spend less time screening resumes of unqualified applicants. Depending upon whether or not that's an issue for him, we might have something that he'd like to take a look at. I'd like to ask him a few questions to determine that." And that is very easily modified into a voice mail message as well.
Want to get through more often and have more calls returned so you have a chance to sell? Then don't sound and act like a stereotypical salesperson.
Art Sobczak helps sales pros use the phone to prospect, service and sell more effectively, while eliminating morale-killing rejection. To get FREE weekly emailed TelE-Sales Tips visit: www.BusinessByPhone.com
Friday, June 10, 2011
Thursday, June 9, 2011
21 Actions You Can Take Today to Improve Your Tele-Sales Results
This is a great list from tele-sales expert Jim Domanski that will get you selling more over the phone right away!
Want to kick start some life into your telephone selling efforts? Want to get out of that rut? Achieve more? Sell more?
The secret to improving your success is to stop wishing and to start DOING. DO SOMETHING! Take action. Get moving. Shake things up a bit. Get the ball rolling.
In the spirit of the strategy here are 21 ACTIONS you can take today and every day to create momentum and increase your sales.
1. Send 5 handwritten thank you cards to existing clients. Tell them you appreciate their business; that you don't take them for granted. This builds equity in you ... and improves loyalty
2. Ask your manager to monitor some of your calls and provide you with feedback. Additional perspective might provide you with a tip, idea, technique or perspective to give you an extra sale or two.
3. Get into your office and at your desk 15 minutes earlier each day this week. That amounts to 2.5 extra hours of dialing ... and that means more opportunities.
4. Revamp your opening statement. Try a new approach to your opener. Make sure to include a strong benefit. Practice it. Implement it. Stick to it. Change can be very good.
5. Invest in yourself. Go out and buy a book on selling. Then crack it open. Get new ideas, new perspectives, new ways of doing things. It can only help.
6. Stay 10 minutes later every day this week. That's just under an hour more per week. See what happens when you make time for opportunities.
7. Ask 5 customers for a referral. Referrals close at a higher rate and in less time. And they're a lot easier than cold calls.
8. Find an industry related article on the web or in a trade magazine that your clients might find valuable. Send/e-mail this article to 10 clients. By doing this, you become a value added resource. It builds your equity and improves loyalty (see Point #1).
9. Swap 5 of your prospects who are not returning your call with 5 prospects from a co-worker. Sometimes a new voice and new approach generates a sale or a lead. It works! Do it now.
10. Eat lunch at your desk and explore the internet looking for selling articles, blogs and newsletters that can help improve your sales game. Subscribe to those you like and read them every day.
11. Call 5 of your best clients and ask them what you are doing well from a sales perspective ... then ask them what you could do better. You'll be amazed at the little things that mean a lot. And they'll be flattered.
12. Create a master list of 30 top prospects on a spread sheet or a yellow legal pad. Put their names, companies and phone numbers. Use the list as a fast way to make cold calls when you have a few minutes here and there.
13. Monitor 5 calls of a top performing co-worker. Get additional insights on what they do and how they do it.
14. Make a conscious attempt to cross sell or up sell every time you get an order. Use a Post-It note to remind yourself and prompt the effort. This increases the value of your sale ... and that's a good thing!
15. Check your e-mails at 8:00, 10:00, 12:00, 2:00 and 4:00 ... And not in between. Constantly checking e-mails destroys focus and concentration and distracts you from your calling effort. Be disciplined.
16. Ask 5 customers for a testimonial. Ask them for a simple quote that you can use in an e-mail or letter. Send them an e-mail, confirm the quote and start using them.
17. Change your voice mail ... daily. It takes about 17 seconds but it tells callers that you are there and attentive to messages they might leave.
18. Compliment one or two or three of your co-workers on calls they have made. It creates a positive atmosphere. Typically, they return the favour ... and that can give you an extra 'boost' when you need it.
19, Start keeping a sales journal. Get a 'black book' and record your victories and triumphs. Note your 'losses.' Jot down a good idea or technique. Use it at meetings. Make it a selling job aid. Review it every week on Monday and remind yourself of the things you learned.
20. Check your voice mails at 8:05, 10:05, 12:05, 2:05 and 4:05 (i.e., after you have checked your e-mails- Point #15). Batch non-urgent activities like these so that they don't interrupt the flow of your call.
21. Establish a set of specific personal goals every day. Set activity goals (dials, contacts) and set performance goals (sales, leads, revenue). Post them and drive.
By Jim Domanski of Teleconcepts Consulting. Please visit Jim's web site at www.teleconceptsconsulting.com for additional articles and resources for tele-sales professionals."
Want to kick start some life into your telephone selling efforts? Want to get out of that rut? Achieve more? Sell more?
The secret to improving your success is to stop wishing and to start DOING. DO SOMETHING! Take action. Get moving. Shake things up a bit. Get the ball rolling.
In the spirit of the strategy here are 21 ACTIONS you can take today and every day to create momentum and increase your sales.
1. Send 5 handwritten thank you cards to existing clients. Tell them you appreciate their business; that you don't take them for granted. This builds equity in you ... and improves loyalty
2. Ask your manager to monitor some of your calls and provide you with feedback. Additional perspective might provide you with a tip, idea, technique or perspective to give you an extra sale or two.
3. Get into your office and at your desk 15 minutes earlier each day this week. That amounts to 2.5 extra hours of dialing ... and that means more opportunities.
4. Revamp your opening statement. Try a new approach to your opener. Make sure to include a strong benefit. Practice it. Implement it. Stick to it. Change can be very good.
5. Invest in yourself. Go out and buy a book on selling. Then crack it open. Get new ideas, new perspectives, new ways of doing things. It can only help.
6. Stay 10 minutes later every day this week. That's just under an hour more per week. See what happens when you make time for opportunities.
7. Ask 5 customers for a referral. Referrals close at a higher rate and in less time. And they're a lot easier than cold calls.
8. Find an industry related article on the web or in a trade magazine that your clients might find valuable. Send/e-mail this article to 10 clients. By doing this, you become a value added resource. It builds your equity and improves loyalty (see Point #1).
9. Swap 5 of your prospects who are not returning your call with 5 prospects from a co-worker. Sometimes a new voice and new approach generates a sale or a lead. It works! Do it now.
10. Eat lunch at your desk and explore the internet looking for selling articles, blogs and newsletters that can help improve your sales game. Subscribe to those you like and read them every day.
11. Call 5 of your best clients and ask them what you are doing well from a sales perspective ... then ask them what you could do better. You'll be amazed at the little things that mean a lot. And they'll be flattered.
12. Create a master list of 30 top prospects on a spread sheet or a yellow legal pad. Put their names, companies and phone numbers. Use the list as a fast way to make cold calls when you have a few minutes here and there.
13. Monitor 5 calls of a top performing co-worker. Get additional insights on what they do and how they do it.
14. Make a conscious attempt to cross sell or up sell every time you get an order. Use a Post-It note to remind yourself and prompt the effort. This increases the value of your sale ... and that's a good thing!
15. Check your e-mails at 8:00, 10:00, 12:00, 2:00 and 4:00 ... And not in between. Constantly checking e-mails destroys focus and concentration and distracts you from your calling effort. Be disciplined.
16. Ask 5 customers for a testimonial. Ask them for a simple quote that you can use in an e-mail or letter. Send them an e-mail, confirm the quote and start using them.
17. Change your voice mail ... daily. It takes about 17 seconds but it tells callers that you are there and attentive to messages they might leave.
18. Compliment one or two or three of your co-workers on calls they have made. It creates a positive atmosphere. Typically, they return the favour ... and that can give you an extra 'boost' when you need it.
19, Start keeping a sales journal. Get a 'black book' and record your victories and triumphs. Note your 'losses.' Jot down a good idea or technique. Use it at meetings. Make it a selling job aid. Review it every week on Monday and remind yourself of the things you learned.
20. Check your voice mails at 8:05, 10:05, 12:05, 2:05 and 4:05 (i.e., after you have checked your e-mails- Point #15). Batch non-urgent activities like these so that they don't interrupt the flow of your call.
21. Establish a set of specific personal goals every day. Set activity goals (dials, contacts) and set performance goals (sales, leads, revenue). Post them and drive.
By Jim Domanski of Teleconcepts Consulting. Please visit Jim's web site at www.teleconceptsconsulting.com for additional articles and resources for tele-sales professionals."
Wednesday, June 8, 2011
Texting Your Customers? Think Twice!
With the prevalence of texting in our everyday lives, this article comes just in time! Read on to learn why you should think twice before texting that new client.
Texting has become commonplace, but don't ever text a customer or prospect — unless they have first texted you.
Yes, texting is a form of communication, but it is a form of communication without boundaries and that's where we can get into problem. What one person may view as acceptable another person may view as unacceptable.
First problem with texting customers is if they will even know who the text is coming from.
Every few weeks I receive a text from someone who immediately jumps in and shares with me some piece of information. Nothing wrong with this, but I have no idea who it came from. I have an iPhone, and the only time it identifies who the text is from is if I already have that person’s name and number in my contacts.
My experience is going to be similar to just about anyone else with a cell phone. For this reason, I do not text a customer unless they have first sent a text to me.
A second factor to consider is the value of time. When many people send a text, they expect an immediate response. There's nothing abnormal about this, assuming the person receiving the text feels the same way. For this reason, it is just better to let a customer or prospect be the one to do the initial text.
The third issue is the wide use of abbreviations. What one person may abbreviate one way another person may very well abbreviate using different letters. Obviously this can result in a huge problem if the two people texting have different ideas of what they are each saying.
Nobody really knows for sure what role text messaging will play in the business world 2 years, 5 years, or even 10 years from now.
But for now I'll stick with my rule of not using text messaging until the other person has sent me one first. And even when we do engage in texting, I hold fast to the rule of no abbreviations, no slang, and no lengthy texts.
Contact Mark Hunter, The Sales Hunter for your next Conference or Sales Meeting. To see and hear Mark Hunter now visit www.TheSalesHunter.com
Texting has become commonplace, but don't ever text a customer or prospect — unless they have first texted you.
Yes, texting is a form of communication, but it is a form of communication without boundaries and that's where we can get into problem. What one person may view as acceptable another person may view as unacceptable.
First problem with texting customers is if they will even know who the text is coming from.
Every few weeks I receive a text from someone who immediately jumps in and shares with me some piece of information. Nothing wrong with this, but I have no idea who it came from. I have an iPhone, and the only time it identifies who the text is from is if I already have that person’s name and number in my contacts.
My experience is going to be similar to just about anyone else with a cell phone. For this reason, I do not text a customer unless they have first sent a text to me.
A second factor to consider is the value of time. When many people send a text, they expect an immediate response. There's nothing abnormal about this, assuming the person receiving the text feels the same way. For this reason, it is just better to let a customer or prospect be the one to do the initial text.
The third issue is the wide use of abbreviations. What one person may abbreviate one way another person may very well abbreviate using different letters. Obviously this can result in a huge problem if the two people texting have different ideas of what they are each saying.
Nobody really knows for sure what role text messaging will play in the business world 2 years, 5 years, or even 10 years from now.
But for now I'll stick with my rule of not using text messaging until the other person has sent me one first. And even when we do engage in texting, I hold fast to the rule of no abbreviations, no slang, and no lengthy texts.
Contact Mark Hunter, The Sales Hunter for your next Conference or Sales Meeting. To see and hear Mark Hunter now visit www.TheSalesHunter.com
Tuesday, June 7, 2011
SalesDog Quick Tip
Try Different Prospecting Methods
Many sellers develop favorite ways of prospecting because they feel most comfortable. Even though you may prefer face-to-face networking, for example, devote some days to other activities like phone or email prospecting. Create multiple sources of leads.
Today's quick tip comes from Kendra Lee. Kendra Lee is a Prospect Attraction Specialist and president of KLA Group. Specializing in the IT industry, KLA Group helps companies rapidly penetrate new markets, break into new accounts and shorten time to revenue with new products in the SMB segment.
Many sellers develop favorite ways of prospecting because they feel most comfortable. Even though you may prefer face-to-face networking, for example, devote some days to other activities like phone or email prospecting. Create multiple sources of leads.
Today's quick tip comes from Kendra Lee. Kendra Lee is a Prospect Attraction Specialist and president of KLA Group. Specializing in the IT industry, KLA Group helps companies rapidly penetrate new markets, break into new accounts and shorten time to revenue with new products in the SMB segment.
Monday, June 6, 2011
Quote of the Week
"Before you begin a thing, remind yourself that difficulties and delays quite impossible to foresee are ahead... You can only see one thing clearly, and that is your goal. Form a mental vision of that and cling to it through thick and thin." -- Kathleen Norris, Writer
This quote is an excellent reminder that getting what we want doesn't come easy. Sure, it may seem like we can reach that bigger numbers goal with just a few more clients, but getting those few big clients requires dedication, practice, and a little luck. We may get sidetracked and broken down on the road to our goals, but if we always keep those goals in mind, we will be able to power through. Hold on to what motivates you most!
This quote is an excellent reminder that getting what we want doesn't come easy. Sure, it may seem like we can reach that bigger numbers goal with just a few more clients, but getting those few big clients requires dedication, practice, and a little luck. We may get sidetracked and broken down on the road to our goals, but if we always keep those goals in mind, we will be able to power through. Hold on to what motivates you most!
Friday, June 3, 2011
Cold Calling Perfection: Are You Hearing This?
Today's article comes from sales trainer Kendra Lee, who shares great ideas for how you can better your cold calls!
In email prospecting strategies, one of the first things I advise is that you send yourself a draft before hitting the final send. That way, you get a sense of what it's like for your prospects to receive your emails. You can quickly see where you need to make adjustments to grab your prospect's attention and get a reply.
This same checkup strategy works well for your cold calls, too.
Many of your best and worst phone habits are the ones you probably aren't even aware of until you hear them. 'the same habits that may be keeping you from closing more first appointments.
So, how do you assess your cold call effectiveness? Record them.
It used to be that only the largest companies had access to telephone recording equipment. These days, however, numerous recording options exist. Recording functionality may already be built into your company phone system. If not, at the very least, you can use one of the free conference calling options that record calls.
Depending on where you live, there could be legal issues that require you to notify your prospect that you're recording the call, so do confirm that first. And if recording cold calls makes you uneasy or isn't possible, ask a peer to listen in while you make calls instead
Here's a quick checklist of 10 things you should listen for in your cold call reviews.
1.Are you opening the call with a compelling value proposition? The better you get at grabbing a prospect's attention during the first few moments of a cold call, the easier time you'll have of advancing the sale.
2.Are you talking about products, or business needs? Prospects care most about solutions to their problems, so be sure to frame your call in those terms.
3.Do you sound like an expert? It's important to be authoritative if you want prospects to trust you with their time, much less their investment.
4.Are the suggestions you make, or situations you talk about, accurate? For your discussion to have any weight, it has to focus on a need the prospect considers to be valid and important.
5.How are your listening skills? No cold call should be a one-way conversation. Ask questions that engage your prospects and learn to listen closely to the feedback you're receiving from prospects.
6.How does your telephone voice sound? Is your voice clear and relaxed, or full of "um's" and "ah's?" Cultivating a strong, clear phone voice is important for making prospects comfortable with you.
7.How skilled are you at dealing with objections? Cold calling is full of objections. Practice dealing with them over the phone and your appointment closing ratio will improve drastically.
8.Are you building enough interest before you ask for an appointment? Asking for an appointment too early is a common sales mistake. Make sure the prospect is interested enough in what you're talking about before you propose the next step.
9.Do you look for referrals if your contact turns out not to be the decision maker? Sometimes our research lets us down, but finding the wrong contact doesn't have to halt the sales opportunity. Ask for a referral to the correct decision maker and reference your initial call as an introduction.
10.Is the voicemail you leave one that you would return? If you're going to make cold calls, you're going to leave voicemails. Learning to leave the prospect with a compelling message – and clearly spoken return phone number – are great ways to make your telephone prospecting more effective.
If you can refine your cold calling, you'll get past gatekeepers more effectively, leave more compelling messages, gather more relevant information, and close more first appointments.
And who doesn't want to do all those things?
Kendra Lee is a top IT Seller, Prospect Attraction Expert and author of the award winning book Selling Against the Goal and president of KLA Group. Specializing in the IT industry, KLA Group works with companies to break in and exceed revenue objectives in the Small and Midmarket Business (SMB) segment. Ms. Lee is a frequent speaker at national sales meetings and association events. To find out more about the author, read her latest articles, or to subscribe to her newsletter visit www.klagroup.com or call +1 303.741.6636.
In email prospecting strategies, one of the first things I advise is that you send yourself a draft before hitting the final send. That way, you get a sense of what it's like for your prospects to receive your emails. You can quickly see where you need to make adjustments to grab your prospect's attention and get a reply.
This same checkup strategy works well for your cold calls, too.
Many of your best and worst phone habits are the ones you probably aren't even aware of until you hear them. 'the same habits that may be keeping you from closing more first appointments.
So, how do you assess your cold call effectiveness? Record them.
It used to be that only the largest companies had access to telephone recording equipment. These days, however, numerous recording options exist. Recording functionality may already be built into your company phone system. If not, at the very least, you can use one of the free conference calling options that record calls.
Depending on where you live, there could be legal issues that require you to notify your prospect that you're recording the call, so do confirm that first. And if recording cold calls makes you uneasy or isn't possible, ask a peer to listen in while you make calls instead
Here's a quick checklist of 10 things you should listen for in your cold call reviews.
1.Are you opening the call with a compelling value proposition? The better you get at grabbing a prospect's attention during the first few moments of a cold call, the easier time you'll have of advancing the sale.
2.Are you talking about products, or business needs? Prospects care most about solutions to their problems, so be sure to frame your call in those terms.
3.Do you sound like an expert? It's important to be authoritative if you want prospects to trust you with their time, much less their investment.
4.Are the suggestions you make, or situations you talk about, accurate? For your discussion to have any weight, it has to focus on a need the prospect considers to be valid and important.
5.How are your listening skills? No cold call should be a one-way conversation. Ask questions that engage your prospects and learn to listen closely to the feedback you're receiving from prospects.
6.How does your telephone voice sound? Is your voice clear and relaxed, or full of "um's" and "ah's?" Cultivating a strong, clear phone voice is important for making prospects comfortable with you.
7.How skilled are you at dealing with objections? Cold calling is full of objections. Practice dealing with them over the phone and your appointment closing ratio will improve drastically.
8.Are you building enough interest before you ask for an appointment? Asking for an appointment too early is a common sales mistake. Make sure the prospect is interested enough in what you're talking about before you propose the next step.
9.Do you look for referrals if your contact turns out not to be the decision maker? Sometimes our research lets us down, but finding the wrong contact doesn't have to halt the sales opportunity. Ask for a referral to the correct decision maker and reference your initial call as an introduction.
10.Is the voicemail you leave one that you would return? If you're going to make cold calls, you're going to leave voicemails. Learning to leave the prospect with a compelling message – and clearly spoken return phone number – are great ways to make your telephone prospecting more effective.
If you can refine your cold calling, you'll get past gatekeepers more effectively, leave more compelling messages, gather more relevant information, and close more first appointments.
And who doesn't want to do all those things?
Kendra Lee is a top IT Seller, Prospect Attraction Expert and author of the award winning book Selling Against the Goal and president of KLA Group. Specializing in the IT industry, KLA Group works with companies to break in and exceed revenue objectives in the Small and Midmarket Business (SMB) segment. Ms. Lee is a frequent speaker at national sales meetings and association events. To find out more about the author, read her latest articles, or to subscribe to her newsletter visit www.klagroup.com or call +1 303.741.6636.
Wednesday, June 1, 2011
Is Mental Baggage Dragging You Down?
I thought this article was especially appropriate after yesterday's quote. Our thinking plays a huge part in our success!
We all carry around mental baggage. It influences us in everything we do, both in our business and personal lives.
Mental baggage is a collection of all the situations we have experienced or encountered during our lifetimes. We carry all this baggage around in our heads and draw from it when appropriate situations present themselves. Unfortunately, is also prevents us from increasing our sales and improving our sales results.
Here's how it affects us in sales.
At one time during your career you have had to deal with a difficult prospect or had to make that tough sales call. You dreaded making the call because you were certain that your prospect would cut you off and wouldn't give you the opportunity to talk. And sure enough, when you made that call, that's what happened.
Or, you prepared for a cold call but your tongue got tied up and twisted in your mouth and you struggled to get the words out. You hung up with your cheeks burning in shame.
Everyone in sales has encountered situations like this from time-to-time and those situations affect and influence your behaviour today.
What baggage is dragging you down and negatively affecting your sales results and preventing you from increasing your sales?
As President of The Robertson Training Group, Kelley has helped thousands of professionals improve their business results with his engaging approach to sales training and speaking. Learn more at www.robertsontraininggroup.com
We all carry around mental baggage. It influences us in everything we do, both in our business and personal lives.
Mental baggage is a collection of all the situations we have experienced or encountered during our lifetimes. We carry all this baggage around in our heads and draw from it when appropriate situations present themselves. Unfortunately, is also prevents us from increasing our sales and improving our sales results.
Here's how it affects us in sales.
At one time during your career you have had to deal with a difficult prospect or had to make that tough sales call. You dreaded making the call because you were certain that your prospect would cut you off and wouldn't give you the opportunity to talk. And sure enough, when you made that call, that's what happened.
Or, you prepared for a cold call but your tongue got tied up and twisted in your mouth and you struggled to get the words out. You hung up with your cheeks burning in shame.
Everyone in sales has encountered situations like this from time-to-time and those situations affect and influence your behaviour today.
What baggage is dragging you down and negatively affecting your sales results and preventing you from increasing your sales?
As President of The Robertson Training Group, Kelley has helped thousands of professionals improve their business results with his engaging approach to sales training and speaking. Learn more at www.robertsontraininggroup.com
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