"The Navigator" News Blog
Are You Ready For the Holiday Sales Season?
No, I’m not talking about making sales in December 2010. It’s too late for that. Heck, it’s been too late for that for a couple of months. Is it possible to get appointments and sales this month? Sure. But let’s … Continue reading Are You Ready For the Holiday Sales Season?
“I’m a Relationship Salesperson.”
Are you really a relationship salesperson – or do you just think you are? This article will help you decide. For the past 5 years, I’ve recruited an average of a dozen people per year for my … Continue reading “I’m a Relationship Salesperson.”
Excelling at Written Sales Communication
Over the course of time, some sales skills become more important and some become less important. In today’s environment, one skill that is becoming more important is the skill of written sales communication. Unfortunately, based on what I see, … Continue reading Excelling at Written Sales Communication
Credibility – You Have It or You Don’t.
I mentioned that I might have more to say on the topic of “Credibility” in the coming weeks. I do, and here it is. About a week ago, I was quoted in an article on Fast Company’s … Continue reading Credibility – You Have It or You Don’t.
The Seminar – Another Selling Approach
One great way to generate selling opportunities is to create a teaching seminar. Here are some guidelines on putting one together. In this space, we talk a lot about the conventional selling approach; i.e. data driven … Continue reading The Seminar – Another Selling Approach
Playin’ Some Poker.
Can a poker tournament teach us something about selling? Maybe. I think it can. Read and see why. A couple of weeks ago, I played in a Texas Hold ‘Em Poker tournament hosted by a club … Continue reading Playin’ Some Poker.
Your Most Valuable Product
There’s one thing that should be in every salesperson’s briefcase before he or she makes their first call. Want to know what it is? From time to time, I enjoy engaging practiced salespeople and sales managers in … Continue reading Your Most Valuable Product
When Salespeople get Older
Are you planning for a long career? There are things you should know. As you probably know, I worked in the car business for three years at the start of my career. In that time, I worked … Continue reading When Salespeople get Older
Is it a Barrier, or Just an Inconvenience?
Barriers can prevent success, but inconveniences just make it a little tougher. Knowing the difference can be key to succeeding. One thing about Kansas City – if you don’t like the weather, just wait a while. Or, as … Continue reading Is it a Barrier, or Just an Inconvenience?
What’s Your Real Benefit?
Often, salespeople forget, or are scared, to deal with the customer’s real benefits as it relates to their product. This article shows how to deal with them the right way. Yesterday, I was driving along the … Continue reading What’s Your Real Benefit?
