"The Navigator" News Blog
Dumb Salespeople Sell Dumb.
If you’re a regular reader of this sheet, you know that I advocate looking at yourself as a profit generators instead of as a revenue generator. And if you’re not a regular reader (shame on you!), … Continue reading Dumb Salespeople Sell Dumb.
Commissions – A Dirty Word?
There’s an ad playing on the radio here in Kansas City that really irritates me. It’s for a car dealership, and it extols the virtues of their “Non-Commissioned” sales staff several times in about 60 seconds. … Continue reading Commissions – A Dirty Word?
Want to Start Selling? Start Spilling!
Maybe today’s article should have been titled, “Old Hackneyed Sales Tactics Debunked, Part 117,” but I thought the above was catchier. What I’m talking about is an old tactic called, “Not Spilling Your Candy.” This tactic … Continue reading Want to Start Selling? Start Spilling!
A Word to Ban From Your Vocabulary
If you’re “busy,” you’re losing sales! In February, I attended a conference at the Palms casino in Las Vegas. I love Las Vegas. I’ve been going there for years, and normally when I do, I stay … Continue reading A Word to Ban From Your Vocabulary
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
