"The Navigator" News Blog
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?
You are Willing to Take the Consequence. What about Everyone Else?
Salespeople have a lot of control over our own destinies – but we also have control of the destinies of many others, too. How often do you think about them? This is another one of my … Continue reading You are Willing to Take the Consequence. What about Everyone Else?
The 3 Worst Words to Start an Appointment
Sometimes, the biggest enemy of selling has nothing to do with selling skills; personal habits can kill sales in a heartbeat. Oftentimes in my training, I’m asked what topics to completely avoid during a sales call. The … Continue reading The 3 Worst Words to Start an Appointment
Old Habits Die Hard
Well, this missive is inspired by an injury, of all things. But the article is good; read on. One of the biggest impeders of selling success is the existence of pre-existing habits. Bad pre-existing habits, to be … Continue reading Old Habits Die Hard
You Say You Care – But Do Your Customers Believe It?
It’s not enough to say you care about your customers – you must PROVE it on every interaction! One of my favorite questions to ask business owners is, “Why do your customers buy from you?” Despite the … Continue reading You Say You Care – But Do Your Customers Believe It?
If You’re Going to Ring the Bell, Ring It Well
Social networking is a reputation builder. It’s up to you whether that reputation is positive or negative, as with the examples here. Today, we’re going to talk social networking. Now, if you’ve been reading my articles over … Continue reading If You’re Going to Ring the Bell, Ring It Well
What is a Self Limiting Belief?
Salespeople limit their performance every day by what they are not willing to do. Are you one of them? Recently, I was involved in a conversation with people who were discussing “self-limiting beliefs.” Without going into the … Continue reading What is a Self Limiting Belief?
