"The Navigator" News Blog
The Number One, All Time Greatest Way to Keep Your Customers
In today’s economy, I find that many business owners have shifted their concerns and sales effort from acquiring new customers to a bear-hug-like effort at retaining their current customers (which, by the way, is the wrong … Continue reading The Number One, All Time Greatest Way to Keep Your Customers
When the Cure is Worse Than the Disease
Sometimes, you can get a column idea and a steak at the same time. There’s nothing like getting real live inspiration for this column. Such inspiration happened to me as I was eating out recently at … Continue reading When the Cure is Worse Than the Disease
Rescuing ‘Car Lot Rescue’
Why has “Bar Rescue” been a wild success, and “Car Lot Rescue” a failure? You probably know that I’m a sucker for sales-oriented, or more specifically business-oriented, TV programs. I find it fun to see how … Continue reading Rescuing ‘Car Lot Rescue’
The Great Divide in Selling
Are you really a “relationship salesperson?” Most people who think they are…aren’t. In the world of sales, we’re great at creating divisions between types of selling. Service sales vs. product sales; hunters vs. farmers; senior salespeople … Continue reading The Great Divide in Selling
Two Words Every Salesperson Should Know
The secret to selling success in 2013 may be found in an ancient Latin phrase. I was talking, a few days ago, with a friend of mine who asked me if I had any curriculum on “identifying buyer … Continue reading Two Words Every Salesperson Should Know
Thinking Credible
What does “credibility” really mean? A while back, I was interviewed by a writer for a trade magazine regarding the most desirable characteristics in sales. She asked me what the #1 characteristic a salesperson needed to … Continue reading Thinking Credible
Are You Cultured?
Many companies claim to be “sales organizations.” Few are. In my years of experience in working with (and for) companies large and small, I have discovered that there is a common element to the most successful … Continue reading Are You Cultured?
Are You Engaged?
Salespeople who are “actively engaged” are the most productive. Here’s why. Here’s a fun little stat to start your Thursday. Gallup, on a quarterly basis, surveys employees to learn how many are “actively engaged,” “disengaged,” or … Continue reading Are You Engaged?
Are You Having “Quality At-Bats?”
Good advice for baseball hitters turns out to be good advice for salespeople, too. Well, it’s another summer. That means another baseball season. And of course, that means more agony for those of us who are … Continue reading Are You Having “Quality At-Bats?”
Three Important Words
There’s an important phrase you should know and live. It’s only three words. Sometimes, all it takes is three little words. I’m serious. Sometimes, three little words – the saying, the adoption, the believing – can make all … Continue reading Three Important Words
