"The Navigator" News Blog
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
Overcoming Obstacles, Part 3,079
One of the best success techniques is to understand how to overcome obstacles. First of all, if you’re bored talking about overcoming obstacles, I sincerely apologize. But it seems to me that too many salespeople can’t figure … Continue reading Overcoming Obstacles, Part 3,079
If You Want to Change Things, Sell Something
Did you know that salespeople are the primary agents of change in business? As salespeople, we are many things. We are generators of growth, we are rainmakers, we should be profit centers, we are relationship builders, we … Continue reading If You Want to Change Things, Sell Something
Winning in Sales Can Be Habitual
Sometimes, winning business comes down to breaking the habits of your prospects. It’s amazing to me how strongly habits can be formed in people. Take last Tuesday morning for an example. I’m a member of a breakfast networking … Continue reading Winning in Sales Can Be Habitual
Reality Can Haunt You
Over the weekend, I was channel surfing and came across this “Reality” show called “Ma’s Roadhouse” on TruTV. Well, it was general brain candy, so I watched a couple of episodes. It’s a pretty funny show about a … Continue reading Reality Can Haunt You
Sales Without Passion Isn’t Sales
Selling without passion and excitement isn’t selling – it’s pontificating. Learn the difference in this article. As part of my consulting business, I often do ride-alongs with salespeople who work for my clients. Lately I’ve seen a trend that … Continue reading Sales Without Passion Isn’t Sales
How to Make Training Work
I’m always asked how companies should maximize their training dollar. Here’s how. Lately, it’s seemed fashionable for a lot of sales trainers to write articles about “why sales training doesn’t work,” which of course allows them … Continue reading How to Make Training Work
