"The Navigator" News Blog
HOW TO EVALUATE A SALESPERSON
One of the things that surprises a lot of clients is my insistence on doing formal annual written evaluations of salespeople. “But, they know how they’re doing,” I’m told. Nonsense. Annual evaluations are a great tool … Continue reading HOW TO EVALUATE A SALESPERSON
Take the Second Shot!
I get a lot of inquiries and solicitations asking me what my “#1 tip” for increasing business is. This, of course, is a very complex subject that requires a lot of detail. But there is one … Continue reading Take the Second Shot!
The Three Levels of Customer Relationships
If I ask salespeople how they describe themselves, one of the most common ways would be as a “relationship salesperson.” Unfortunately, “relationship selling,” which should be one of the most meaningful phrases in selling, has become … Continue reading The Three Levels of Customer Relationships
Who Should You Be?
A few weeks ago I attended a conference that featured a “motivational speaker.” You should have seen this guy. He had a loudly printed sport coat featuring the New York skyline. A tie with rhinestones in … Continue reading Who Should You Be?
“The Sales Detective – Asking Great Sales Questions” Teleseminar – March 26
There is no more important element in selling – NONE – than the ability to ask good questions. Do YOU know your customers as well as you should? Are YOU losing sales to salespeople who do … Continue reading “The Sales Detective – Asking Great Sales Questions” Teleseminar – March 26
Four “Tools” That Give a Salesperson Comfort – But Don’t Help
My first “outside sales” job was for a company that sold bearings and power transmission products. I loved that job, because I’m mechanically inclined and I got to work with a lot of machinery on that … Continue reading Four “Tools” That Give a Salesperson Comfort – But Don’t Help
How to Avoid “Scorpions Syndrome”
I’m a child of the 80s, and in the 80s, we basically had two types of acceptable music – hair bands and new wave. I enjoyed both, and one of my favorite hair bands was the … Continue reading How to Avoid “Scorpions Syndrome”
Five Ways to Kill a Sales Call
It seems like inspiration for this column hits me every day. Yesterday, it hit me like a ton of bricks. Just to set the stage, I had accepted an appointment from a salesperson who was selling … Continue reading Five Ways to Kill a Sales Call
How To Be Your Own Best Sales Manager
I just reconfigured my home office. Yes, I work out of my house. My business evolution has been different than most; I began with a home office and then moved into a dedicated office in an … Continue reading How To Be Your Own Best Sales Manager
The Most Valuable Commodity You Can Market
From time to time, I enjoy engaging practiced salespeople and sales managers in conversation about selling on a deeper level. One such conversation that happened this week centered around the question, “what is the most valuable … Continue reading The Most Valuable Commodity You Can Market
