Kelly Riggs

All Posts by Kelly Riggs

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About the Author

Kelly Riggs is a business performance coach and founder of the Business LockerRoom. A former national Salesperson of the Year and serial entrepreneur, Kelly is a recognized thought leader in the areas of sales, management leadership, and strategic planning. He serves clients ranging from small, privately held companies to Fortune 500 firms. Kelly has written two books: “1-on-1 Management™: What Every Great Manager Knows That You Don’t” and “Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.”

Jul 12

Sales Without Service is Killing You

By Kelly Riggs | Sales + Leadership

It seems that people perpetually complain that the economy is bad. So, why do restaurants treat their customers so poorly? Wouldn’t it stand to reason that every customer is critical in a bad economy? Heck, aren’t they critical in a good economy? In fact, isn’t creating an outstanding dining experience THE foremost objective with regard to bringing customers back in? Which means that a sales department that is not supported by great customer service is almost certainly doomed to fail.

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Jul 05

What Happens After You Close the Sale?

By Kelly Riggs | Sales + Leadership

In many cases you’ve worked for weeks or even months to secure a piece of business – a process that likely included several meetings, a number of presentations, and a host of follow-up calls before you finally hit the goal line and heard the magic words, “Let’s do this.” Do you really want to screw it up now? This is when the real work begins. Like when a home builder sells a house — it’s great to get the sale, but you still have a home to build. And that experience can lead to a delighted customer who tells everyone about you, or it can become a train wreck that kills the opportunity to get tons of referrals.

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Jun 28

Regarding Your (Gross) Margins

By Kelly Riggs | Sales + Leadership

One of the most significant challenges that confront sales management is the salesperson that insists on cutting prices to gain business. Although salespeople have no shortage of excuses for taking a little off the top, it is my experience that this pervasive problem is almost always a sign of poor or undeveloped selling skills. To be clear, there are times when companies or salespeople should choose – strategically – to lower a price and, as a result, accept a smaller margin. But, while there can be good, rational reasons for cutting your price, the much more common scenario is that salespeople simply use a lower price to close a deal because they lack the skills to present and negotiate value.

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