"The Navigator" News Blog
How to Retain Customers – The Very Best Way
Time for another “renewing an old post” post. This one is even more important now, given the challenges of 2020; for many of us, retaining our customers is our lifeblood. We talk a lot about how … Continue reading How to Retain Customers – The Very Best Way
Professional Development in 2020 for Salespeople – it’s Vital.
Taking a look back at another six year old post, it seems extremely relevant now. Professional development and evolution is always important to stay on top of developments, but 2020 has put an unprecedented series of … Continue reading Professional Development in 2020 for Salespeople – it’s Vital.
7 Steps to Resolving Customer Conflicts
Resolving customer conflicts doesn’t have to be tough, but some companies make it tough. In fact, some companies have systems and processes that take a small conflict and make it a big one. We’ve all been … Continue reading 7 Steps to Resolving Customer Conflicts
How to Rescue a Stalled Proposal – 60 Second Sales Tips
It’s one of the most difficult issues salespeople face – how to rescue a stalled proposal. You’ve made what you think is a great proposal. The customer seemed interested. But now, they are ghosting. What the … Continue reading How to Rescue a Stalled Proposal – 60 Second Sales Tips
How to Turn Networking into Selling
One of my least favorite sales techniques is “Trojan Horse Selling,” where the salesperson schedules a sales call under some pretense other than “I want to talk about selling you something,” and then it becomes a … Continue reading How to Turn Networking into Selling
How To Manage Your Schedule
Time for another old blog post. I wrote this one, admittedly, in a fit of pique – but it still holds up well. There’s really not much I’d change, but I will add some tips on … Continue reading How To Manage Your Schedule
Why You Should NEVER Match a Competitor’s Price!
One of the biggest ways salespeople cost their companies valuable profits (and themselves commission) is when the customer asks them to match the price of a competitor. “Gee, Bob, I’d really like to buy from you, … Continue reading Why You Should NEVER Match a Competitor’s Price!
How to Create an Effective Sales Presentation
I’m often asked how to create an effective sales presentation. Creating a great sales presentation isn’t hard – but you have to remember who the star of the show is. Hint – it’s not YOU. Too … Continue reading How to Create an Effective Sales Presentation
Stop It Saturday! Take the Customer’s Money!
Today’s Stop It Saturday is about a phenomenon that’s common in retail and consumer sales. I’m not going to spoil the surprise – you’ll have to watch, but if you’re doing this – STOP IT!
New Video Series – 60 Second Sales Tips!
I’m starting a new series called “60 Second Sales Tips,” and the point is pretty apparent – to give one great sales tip that only takes you a minute to watch. Here’s the first, and it’s … Continue reading New Video Series – 60 Second Sales Tips!
