"The Navigator" News Blog
Engineer Yourself a Better 2014
For whatever reason, I have spent a lot of my time, particularly within the last three years, working with a lot of companies who have sales engineers – meaning that they hire people with engineering backgrounds … Continue reading Engineer Yourself a Better 2014
Six Ways to Increase Your Price Through Better Selling
If your customers are constantly “beating you up on price,” maybe it’s not their fault. Maybe it’s yours. Bad selling reduces achieved price, and most of the time, salespeople don’t even know that they’re doing it … Continue reading Six Ways to Increase Your Price Through Better Selling
What Salespeople Can Learn From The Olympics
There’s a sales lesson in the Winter Olympics. Ah, the Olympics. A wonderful time of year. It’s a time when people suddenly become raving fans of sports that they either ignore or chuckle about for the … Continue reading What Salespeople Can Learn From The Olympics
Turnover – the Silent Sales Killer
Turnover is one of the least recognized ways that companies lose sales revenue. Here’s why. I answered the phone this afternoon, and an earnest voice said, “Hello, Mr. Harrison? This is Chris (last name eliminated), and … Continue reading Turnover – the Silent Sales Killer
A Fun Success Story From A Client
The most fun calls I get are calls from happy clients. This is one such call. Two days ago, I got an excited call from Jill Biesma of Environmental Advisors and Engineers, in Kansas City. I’d … Continue reading A Fun Success Story From A Client
Having a Great Customer Event
How can you put on a great open house? I received a great question from a client last week, and although I first thought about answering it in “Hot Question” format, it demanded a longer answer. … Continue reading Having a Great Customer Event
Five Steps to Better Sales Presentations
When I started out in selling, I thought that it was all about presenting. I’d get up in front of my customers, give a great speech, and they’d be reaching for their checkbooks before I even … Continue reading Five Steps to Better Sales Presentations
Yesterday’s Sales Tactics vs. Today’s Buyers
Can you deal with today’s more educated buyers? The Internet can be many things to business and to salespeople; it can be the enemy (in the case of the Internet replacing salespeople), it can be a … Continue reading Yesterday’s Sales Tactics vs. Today’s Buyers
So, You Want to Control the Customer? Too Bad.
It seems like I spend most of my time these days working on the difference between the old and the new in selling. Yesterday was no exception. I was speaking with a veteran salesperson and he … Continue reading So, You Want to Control the Customer? Too Bad.
What If You DON’T Get Voice Mail?
I get asked frequently how to deal with voice mail. Interestingly, in today’s world, it seems that some aren’t prepared to NOT get voice mail. In my Sales Training programs, I get asked frequently how to deal with voice … Continue reading What If You DON’T Get Voice Mail?
