"The Navigator" News Blog
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?
The Boy Scouts Were Right!
In sales, preparation can make the difference between selling, and never having the opportunity to sell. Full disclosure – I was never a Boy Scout. However, I do know the Boy Scout motto, and I bet … Continue reading The Boy Scouts Were Right!
When You Assume….
We’ve always heard the old saying, “When you assume, you make an ass out of YOU and ME.” Well, it’s true, and I’ve seldom seen a better example of this than last week. I was … Continue reading When You Assume….
Developing a Winning Call Plan
As some of you may know, I used to race stock cars. Racing stock cars is a pretty intense activity – you’re on a track that is somewhere between ¼ and ½ mile in length, you’re … Continue reading Developing a Winning Call Plan
Dealing With Competition
One of the toughest challenges (but perhaps the most enjoyable) is dealing with a competitive situation in selling. I was reminded of this a couple of days ago when I was the customer in a sales … Continue reading Dealing With Competition
When It Goes Wrong
Into every life, a little rain must fall. In selling, customer complaints are our rain. Salespeople hate negativity. Sometimes, that’s OK; negative messages can be demotivators. However, sometimes negativity has to happen, such as when customers complain. … Continue reading When It Goes Wrong
Referrals – To Pay or Not To Pay?
Should referral fees be part of your sales strategy? I’ve maintained, throughout my career, that when selling is done right, it’s one of the most purely beneficial and enjoyable ways to make a living that there … Continue reading Referrals – To Pay or Not To Pay?
