"The Navigator" News Blog
Better Presenting Through Storyselling
A few weeks ago, I boarded a Southwest flight to Minneapolis. As is my habit, I took the window seat. Soon, a woman in her mid-30s came along, pointed to the aisle seat, and asked, “Is … Continue reading Better Presenting Through Storyselling
A Negotiation Tip From a Fast Man
I was recently reading an article on the business challenges facing Formula One race drivers. Most drivers in F1, since about the Seventies, have used managers for their business affairs. These managers negotiate contracts, sponsor deals, … Continue reading A Negotiation Tip From a Fast Man
5 Changes You Must Master to Succeed in Today’s Selling Environment
“I don’t understand it,” the salesman said. “I’ve been selling to that guy for fifteen years! I’ve taken him to football games, bought countless lunches, we’ve been to each other’s houses. And now,” the salesman wailed, … Continue reading 5 Changes You Must Master to Succeed in Today’s Selling Environment
How to Master the Upsell
What is an upsell? Well, it’s retail shopping season, which means that it’s ‘upsell season.’ I saw living proof of that just a few minutes ago. I stopped into one of my favorite bookstores. As is … Continue reading How to Master the Upsell
Three Characteristics of Successful People
In my business, you encounter successful people, and you encounter unsuccessful people. If you do this enough, you form theories about what differentiates the two. This particular post was inspired by someone that I was recently … Continue reading Three Characteristics of Successful People
Know Your Audience!
In any presentation, it’s vital that you know your audience. To simply present without having some idea of your audience’s needs and concerns can be virtual suicide. I saw two examples of this on a recent … Continue reading Know Your Audience!
What Customers Want From You (Even If They Won’t Say)
Well, I’m on the horns of a dilemma. It’s Sunday night, and I’m spending the night in a hotel room, as I do many nights these days. My hotel isn’t a cheap one; it’s a good … Continue reading What Customers Want From You (Even If They Won’t Say)
A Word Every Salesperson Should Know
The phone rang, and the person on the other end had obviously researched me. “Hello, Mr. Harrison,” she said. “I’m the Human Resources director for ABC corporation (name eliminated to protect the innocent), and we’re interested … Continue reading A Word Every Salesperson Should Know
How To Build A Sales Culture in Your Organization
In my years of experience in working with (and for) companies large and small, I have discovered that there is a common element to the most successful businesses. The most successful companies have a sales culture. … Continue reading How To Build A Sales Culture in Your Organization
How to Preserve the Service Relationship
I love stand-up comedy. When I travel, one of the entertainment venues I always seek out is a comedy club. Some are good, some are mediocre, and every now and then, one is truly awful – … Continue reading How to Preserve the Service Relationship
