"The Navigator" News Blog
“Impact From the Start” – Presenting at the KICA Annual Alumni Advancement and Marketing Conference
Here’s one I’m really excited about because it’s going to be a different step for me. On July 18, in Wichita, KS, I’m presenting “Impact From the Start – Sales Techniques for the First Time Advancement … Continue reading “Impact From the Start” – Presenting at the KICA Annual Alumni Advancement and Marketing Conference
Let’s Get Real.
Is there a person reading this email who would deny that selling is a tough profession? I doubt it – if you’ve been in the business for more than six months. Selling is very tough. I … Continue reading Let’s Get Real.
When the Gatekeeper Lives
I’ve said for years that the ancient sales art of ‘schmoozing the gatekeeper’ is dead. D-E-A-D, as in doornail. And yet, I had a conversation the other day that reminded me that it is not, and … Continue reading When the Gatekeeper Lives
A Word Every Salesperson Should Know and Use
It happens nearly every seminar that I do. During the question and answer session, a salesperson – many times a very good one – describes a situation where the customer is putting them through the proverbial … Continue reading A Word Every Salesperson Should Know and Use
What’s Your Self-Talk?
Today, I saw an interesting meme on Facebook. Most Facebook memes are, of course, meaningless at worst and semi-humorous at best. This one was pretty good, though. It said, “You talk to yourself more than anyone … Continue reading What’s Your Self-Talk?
The Three Components of a Successful Relationship
We can see it all around us, every day. Good relationships gone bad – whether personal, professional, networking, even romantic. And many times, the people involved don’t know why. Right now, you’re thinking, “Wait a minute, … Continue reading The Three Components of a Successful Relationship
Drumming Up Business?
This weekend, I was in a small town called Dewey, in Oklahoma, for a car show. The show, if you’re interested, was called the Stray Kat 500 (it was put on by a club called the … Continue reading Drumming Up Business?
It’s Delta’s Turn.
Well, apparently airline management doesn’t consume news. If they did, they’d know and understand that, right now, screwing over their paying customers is a VERY BAD IDEA. Now it’s Delta’s turn. They kicked a family of … Continue reading It’s Delta’s Turn.
How To Resolve a Customer Conflict
Recently, customer conflicts have been in the news, thanks to United Airlines. UA has exhibited some textbook examples of how NOT to handle a customer conflict (including not starting one), but UA, along with all airlines, … Continue reading How To Resolve a Customer Conflict
“How to Build a High Growth Sales Force!” – Wichita, KS, July 19
The World of Selling is Changing All Around Us. Is Your Team Ready? Our profession is changing more rapidly now than at any time in history, and those who can’t change are falling behind. The fact … Continue reading “How to Build a High Growth Sales Force!” – Wichita, KS, July 19
