"The Navigator" News Blog
“Sales Words” Can Be “Sales Killers”
Are you putting things in the way of your relationship with your customer? I don’t have a ghostwriter. Until I listened to another author’s Webinar yesterday, I didn’t know how uncommon that is; an incredible amount of … Continue reading “Sales Words” Can Be “Sales Killers”
DEALING WITH YOUR TOUGHEST COMPETITION
Do you really know who your toughest competitor is? They say, “Pride Goeth Before a Fall.” Well, in business, the statement that most often “goeth” before failure is, “I don’t have any competition.” I heard that statement just … Continue reading DEALING WITH YOUR TOUGHEST COMPETITION
What the Facebook IPO Tells Us About Social Media
If Facebook can’t get a handle on social media business, what can we do? Look, I really hate to seem like a stick in the mud. I really do. But I guess sometimes I can’t help it. And I … Continue reading What the Facebook IPO Tells Us About Social Media
Who is Important to Your Customer?
Are you important to your customer – or are you just a time waster? I spend a lot of time talking about what is important to the customer. Today, I’d like to shift gears and talk about who is important to … Continue reading Who is Important to Your Customer?
Are You Playing, Or Just Memorizing the Playbook?
You can know too many sales tactics – here’s why. Sometimes, what you DON’T take into a sales call is more important than what you do take in. Sometimes the stuff that you take into a call … Continue reading Are You Playing, Or Just Memorizing the Playbook?
Oh Lord, It’s Hard To Be Humble
I re-learned the value of training and coaching last weekend. Read how. Warning: this column represents a peek ‘behind the curtain’ at me. If you don’t want that, don’t read this! I’ve been in business now as a professional … Continue reading Oh Lord, It’s Hard To Be Humble
How to Find Your Most Profitable Sales Opportunities
You’re probably already calling on your best customers. This week, you’re going to read about how you can find your most profitable sales opportunities. They’re characterized by two things: First, you’re probably ignoring them. Second, they are already used … Continue reading How to Find Your Most Profitable Sales Opportunities
It’s Called “Discipline” for a Reason
To Prospect or Not to Prospect? Well….Jeffrey is at it again. By “Jeffrey,” I mean Jeffrey Gitomer. Now, I like Jeffrey Gitomer. I think that Jeffrey, at one time, was the dean of sales trainers in this country. Now? Well….let’s just … Continue reading It’s Called “Discipline” for a Reason
“Everybody Buys On The Internet!” And Why is That Again?
In today’s environment, salespeople must earn their place in the customer’s buying process. I was interviewing a salesperson recently who was looking to change industries. When I asked her why, she said, “Oh, because everybody buys their … Continue reading “Everybody Buys On The Internet!” And Why is That Again?
Have You Declared Your Independence?
It’s time to become a self contained business generation machine. Last month we had Independence Day. I sometimes wonder if people know what that means. “Independence Day” means that we declared that we were a country no longer … Continue reading Have You Declared Your Independence?
