"The Navigator" News Blog
Why Scripted Selling Fails
If you’re selling off a script, and your customer doesn’t know their lines, maybe it’s time to throw away the script. A while back, I had an opportunity to sit in with some salespeople who were … Continue reading Why Scripted Selling Fails
Do You Enjoy the Journey, or Just the Destination
To be truly successful in selling, you’d better enjoy more than just getting a closed sale. You’d better enjoy what goes into it. I was visiting with a client yesterday, and he was telling me about … Continue reading Do You Enjoy the Journey, or Just the Destination
Beyond Repair
Are there certain types of salespeople that are beyond repair? I’ve been thinking about the future of the selling profession quite a bit lately, for a lot of reasons. I’m not the only one, either; late last … Continue reading Beyond Repair
Are You World Class, or Just Best in the Class?
There’s a big difference between being the best, and just being best in class. Read this article to understand. To whom do you compare yourself when you’re assessing your performance? I know that’s a broad statement, and it’s meant … Continue reading Are You World Class, or Just Best in the Class?
Do We Control, or Do We Influence?
Never make the mistake of thinking that you CONTROL your customers. You only INFLUENCE. Did you ever suddenly think that you had missed a meeting, and in that meeting, the entire world decided to go nuts? I’ve … Continue reading Do We Control, or Do We Influence?
Negativity Sells! Are You Buying? – Sales Training
Releasing negativity is more than attitude; it’s about your worldview. You know, I’m amazed at how surrounded by negativity we are every day. Here’s but one example: Recently, I picked up a copy of Laura Ingraham’s “Of Thee … Continue reading Negativity Sells! Are You Buying? – Sales Training
Closing the Sale – When Timing is Almost Everything
There’s a lot of bad sales advice, and some of the worst surrounds the close! There’s an awful lot of bad sales advice floating around out there right now. Sometimes I think that our profession is caught … Continue reading Closing the Sale – When Timing is Almost Everything
Small Thinking Can Get You into Big Trouble
Would you like to know what makes up the worst sales questions? Read this. As you know, I do a significant amount of recruiting for sales positions, not only locally in Kansas City, but nationwide. I love it because … Continue reading Small Thinking Can Get You into Big Trouble
When is No Activity Better than Activity?
You know, if there’s anything salespeople and sales managers love, it’s a good plan. Developing plans, refining plans, targeting accounts, doing research for plans, all of it – you could fill every day with planning if … Continue reading When is No Activity Better than Activity?
What Does it Take to Succeed in Sales
Professional salespeople control their own destiny, no matter what. Here’s one good way. It’s another lovely Kansas City day, and I just finished interviewing a candidate for a sales job. His candidacy was really over within the first couple … Continue reading What Does it Take to Succeed in Sales
