"The Navigator" News Blog
If Not Now, When?
Fear can either motivate action or inaction. Make it motivate your actions. Two weeks ago, I attended a “Coaching Camp” for speakers run by Darren LaCroix and Patricia Fripp. If this sounds familiar, it’s because this … Continue reading If Not Now, When?
Red Flag!
When people wave their red flag in front of you, do you really see it? I’m not the biggest person in the world for short, pithy statements, but one of my favorites (which, as far as … Continue reading Red Flag!
An Important Question to Ask
Sometimes, the most important questions that you ask aren’t the ones you ask your customer. Sometimes, the most important question can be one that you ask yourself. I saw an example of this recently; I … Continue reading An Important Question to Ask
Winning the Sale and Losing the Relationship
You can win the first sale, and yet destroy the relationship attempting a second. Sometimes, the best sales war stories come from non-salespeople. I heard one yesterday that was a doozy. I was visiting one of … Continue reading Winning the Sale and Losing the Relationship
On Failure, Rejection, and Injury
What you carry with you from your past experiences can greatly affect the success of your future experiences. I have a female friend who is moving back out into the single scene again. She’s filled with … Continue reading On Failure, Rejection, and Injury
Don’t Atrophy Your Selling Muscles
Your most important selling muscle can atrophy and waste away if you don’t use it! If you read last week’s column, you know that I’m currently laid up with a fractured kneecap. I’m still getting a … Continue reading Don’t Atrophy Your Selling Muscles
Customer Relationships in the Internet Age
The Internet is always competing for your customers – but you can beat it. Sometimes, when I tell people that I buy things off the Internet, they are insulted. In fact, sometimes I’m treated like a … Continue reading Customer Relationships in the Internet Age
Comfortable Customers Buy! (And I’m One)
For years, I’ve been speaking, training, and writing about how “Comfortable Customers Buy.” It’s even become a tag line for me. It’s something that I believe in; when we, as salespeople, put our customers in a … Continue reading Comfortable Customers Buy! (And I’m One)
The Top Five Mistakes Sales Candidates Make
This week, Let’s take a look at sales hiring, and point out some things that you will see during the hiring process – and why these things should be a knock-out blow to any candidate’s hopes. … Continue reading The Top Five Mistakes Sales Candidates Make
So, Who Are You Trying to Make Comfortable, Anyway?
Let’s follow up on our theme from a couple of weeks ago, regarding how “comfortable customers buy.” They do. What salespeople don’t understand is that many of the things that they do by reflex end … Continue reading So, Who Are You Trying to Make Comfortable, Anyway?
