"The Navigator" News Blog
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?
If You Don’t Ask for What You Want, How Do You Expect to Get It?
The meek may inherit the Earth – but they won’t lead the sales rankings. Recently, I was asked what effect I see from the slow economy on the work of salespeople. We all know the common answers … Continue reading If You Don’t Ask for What You Want, How Do You Expect to Get It?
Stop Making Excuses!
In this article, we dissect the nature of excuses as well as some common sales excuses. Have you ever had one of those instances where you hit your limit of patience? I did recently, and I want … Continue reading Stop Making Excuses!
Take Responsibility Oh, Really?
In light of recent events, maybe it’s time we rethink what “responsibility” really means. Today, we’re going to talk about “responsibility.” If you read my work very much, you know that I think the best way of … Continue reading Take Responsibility Oh, Really?
“My Customers Do Not Understand My Value”
If your customers don’t understand your value, perhaps the problem is YOU and not them. This is a complaint I hear from salespeople all the time; salespeople complain that their customers – or some of their … Continue reading “My Customers Do Not Understand My Value”
