"The Navigator" News Blog
When Does A Sale Happen?
When does a sale happen? There are four key elements, and here they are. I’ve spent years talking about how and why a sale happens. Until recently, however, I’ve not spent much time talking about when a sale happens, and that can be … Continue reading When Does A Sale Happen?
The Five Biggest Changes in Selling
The sales profession has seen more changes in the last ten years than in the eighty previous. Here are the five biggest. We live in a new world of selling. My career started in 1990, and I … Continue reading The Five Biggest Changes in Selling
Building a Sales Culture
Success in sales isn’t just about activity – it’s about your company culture. In my years of experience in working with (and for) companies large and small, I have discovered that there is a common element … Continue reading Building a Sales Culture
Product Selling? People Still Do That?
There’s no such thing as “product selling” these days. I had an interesting experience yesterday. While being interviewed for an article in Office Products International, a London-based publication catering to the office products industry, the interviewer … Continue reading Product Selling? People Still Do That?
“Your Price is Too High.” Yep, I’m Good With That.
If you’re struggling with pricing issues, you need to read this article. I just received a response to a proposal that I had issued for speaking at a trade show. The response was that my proposal … Continue reading “Your Price is Too High.” Yep, I’m Good With That.
Dealing With Price, Part 2
Today, we’ll conclude our discussion on handling price in selling. Well, in my last missive, we discussed why negotiation doesn’t help you as much as you think when you’re trying to maximize profit. In fact, many … Continue reading Dealing With Price, Part 2
Ancillary Charges Cost You More Than They Make!
Thinking about adding a line to your bill? Think carefully. You may end up worse off. I had an interesting comment last week from a client, and it reminded me of an experience I had a … Continue reading Ancillary Charges Cost You More Than They Make!
If Your Cold Calls Aren’t Working, It Might Be You
We can all learn from sales experiences – even bad ones. “Heyyy, Troy? This is Chadwick. Does that name ring a bell?” I drew a blank. “Nope,” I said. “Uh….wow…that’s kind of a problem, man. Ummmm….well, … Continue reading If Your Cold Calls Aren’t Working, It Might Be You
WHAT EXACTLY DO YOU EXPECT YOUR CUSTOMERS TO BUY?
Are you telling your customers what they need to know in order to buy? Last weekend, I judged at a high school debate tournament here in Kansas City. Longtime readers know that I was in debate … Continue reading WHAT EXACTLY DO YOU EXPECT YOUR CUSTOMERS TO BUY?
Are You Bringing Emotion to a Logic Fight?
If you’re still selling on emotions, you’re using outdated techniques. “People buy emotionally,” said the veteran salesperson. I was talking to this salesman at a regional association conference; I’d given a workshop that day on hiring … Continue reading Are You Bringing Emotion to a Logic Fight?
