"The Navigator" News Blog
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”
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
