"The Navigator" News Blog
Five Outdated Sales Techniques That Have Only Gotten Worse With Age
I’ve been going back lately and reviewing some of my past articles; as Jeff Foxworthy once said when listening to his old material, “There’s some good stuff in there!” Some of these articles are pretty relevant … Continue reading Five Outdated Sales Techniques That Have Only Gotten Worse With Age
Work/Life Balance – Yes, It’s Important!
One of the best ways to avoid burnout in sales is to have a good work/life balance. You have to have time to be YOU – but that also means knowing how to build your work … Continue reading Work/Life Balance – Yes, It’s Important!
Don’t Be Afraid of “Free Consulting!”
Salespeople who sell from fear, rather than from an approach of giving customers positive reasons to buy, tend to lose out. One of the most common fear-based approaches is the old “I don’t want to give … Continue reading Don’t Be Afraid of “Free Consulting!”
How to Build a Sales Process That Works.
This is actually an update of an article I wrote six years ago after missing a flight. The article is still a very pertinent tutorial on how to build a sales process. While there isn’t much … Continue reading How to Build a Sales Process That Works.
Take the 180 Day Challenge – here’s mine!
Recently I learned of the “180 Day Challenge;” which is the idea that if you do anything every day for six months, you will get exponentially better results. So, I’m taking it (my challenge is a … Continue reading Take the 180 Day Challenge – here’s mine!
How To Compete With Online Vendors
I paid $22.99 for a magazine yesterday. Not a magazine subscription; a single issue of a magazine. The magazine is called Magneto, and it is (big surprise for those who know me) a car magazine. But … Continue reading How To Compete With Online Vendors
Successful Coaching: How to Be a Better Manager
I’ll say it right up front. I love coaching. I’m very passionate about it, and the reason is that when coaching is done successfully, the coach can see the results as they happen. My first real … Continue reading Successful Coaching: How to Be a Better Manager
How to Make Classroom Training Effective
A few days ago, I saw a post on LinkedIn asking, “Is classroom sales training effective?” Unfortunately, like most of these threads, it quickly devolved into post after post of sales trainers saying, “Well, no, most … Continue reading How to Make Classroom Training Effective
Sales Scripts Don’t Sell.
I see the posts all the time on LinkedIn. “Hey, can someone give me a great script for prospecting/presenting/closing/etc.”? Sometimes I even get asked the same question myself – and my answer is always the same. … Continue reading Sales Scripts Don’t Sell.
Five Tips for Maximizing Video Selling
Last time out, I discussed the top trends in selling coming out of Covid-19. If you haven’t read that one, you should read it now. But, the #1 trend that I have identified, and that I … Continue reading Five Tips for Maximizing Video Selling
