"The Navigator" News Blog
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?
Are Your Key Performance Indicators Really Key?
Is your company doing well – or are you measuring the wrong things? Last week, I spoke at a conference in Arizona, and at the evening reception before the education day, I had the occasion to … Continue reading Are Your Key Performance Indicators Really Key?
The 30 Minute Relationship
Can you really build a lifetime relationship in 30 minutes? Recently, while perusing discussions on my LinkedIn groups, I saw a statement that can only be described as a doozy: another sales trainer posted, “I can … Continue reading The 30 Minute Relationship
Five Common Sales Call Killers That You Should Avoid
Have you ever committed sales suicide by one of these five common sales call killers? Chances are that you have, and you might not even know it. Salespeople have a lot of tactics and techniques that … Continue reading Five Common Sales Call Killers That You Should Avoid
Is Your Business Card Holding You Back?
Your business card can either help you – or destroy your credibility. In speaking at different trade shows, I receive a great many different business cards from people in many different walks of life and business, … Continue reading Is Your Business Card Holding You Back?
