"The Navigator" News Blog
Lessons From My Dad
I lost my Dad last Saturday. He wasn’t just my Dad. He was my buddy, my hero, my best friend, and my role model. I post this not to get sympathy, but to explain this column. … Continue reading Lessons From My Dad
How to Score a Sales Victory
One of the oldest, and most popular, closes in selling is called the “Puppy Dog Close.” Now, you probably know that I’m not a big fan of overly complicated closes – but there’s nothing complicated about … Continue reading How to Score a Sales Victory
Are You Ready for the Holiday Sales Season?
This year, as in any other year, most salespeople are going to be ‘right on pace’ to make their annual numbers – until December. Then, they’ll sit around bemoaning customers who won’t make buying decisions, who … Continue reading Are You Ready for the Holiday Sales Season?
What’s Your Story?
When I’m driving long distances, I like to listen to audio books. You might think I’d listen to professional improvement audio – and many times I do – but I’ve really gotten into historical novels. I … Continue reading What’s Your Story?
Four Prospecting Approaches That Work
Have you ever had one of those moments where you just couldn’t stop yourself? I did this week. A salesperson called me and said in a bored voice, “Hello, Mr. Harrison, I’m xxxxxx and I would … Continue reading Four Prospecting Approaches That Work
Straight Talk Sells.
If you’ve been paying attention for the last few weeks, you’ve gotten a big lesson in salesmanship from the political arena. What makes the lesson so notable is that, although it’s from the political arena, it’s … Continue reading Straight Talk Sells.
To Schmooze Or To Respect?
It’s been said that “character” is what you do when no one is looking. Personally, I’d define “Selling Character” as how you treat people who can’t buy from you. I was reminded of this just this … Continue reading To Schmooze Or To Respect?
What’s Your Favorite Thing About Selling?
When I recruit candidates for my clients, the title of this article is one of my favorite interview questions to ask. And it amazes me how many candidates can’t answer it. It’s simple. “What’s your favorite … Continue reading What’s Your Favorite Thing About Selling?
Comfortable Customers BUY! Sales Training Boot Camp, September 23/24, Las Vegas!
It’s clear in 2015. The old sales tactics and techniques – the manipulation, the one size fits all sales calls, the canned presentations, the donut calls – they DON’T WORK ANYMORE. What works? Understanding your customers. … Continue reading Comfortable Customers BUY! Sales Training Boot Camp, September 23/24, Las Vegas!
High Performance Sales Management Boot Camp – September 22, Las Vegas!
On September 22, 2015, at the beautiful Monte Carlo Resort and Casino on the Las Vegas Strip, I’m going to be hosting my first ever High Performance Sales Management Boot Camp! You will learn MY secrets … Continue reading High Performance Sales Management Boot Camp – September 22, Las Vegas!
