"The Navigator" News Blog
Are You Asking Enough Sales Questions?
Are you asking enough questions? A couple of weeks ago, I ran a poll on a very popular LinkedIn group. The poll question was simple: “On the average, how many discovery questions do you ask a … Continue reading Are You Asking Enough Sales Questions?
The Four Decisions Every Buyer Makes
Sometimes I think we make selling entirely too complicated – and by “we,” I mean my profession of sales authors and trainers. Sure, selling can be difficult. That’s why they pay us the big bucks. We’re … Continue reading The Four Decisions Every Buyer Makes
A Don Doesn’t Wear Shorts.
I loved the HBO show, The Sopranos. I’m a bit of a Mafia aficionado; I’ve been fascinated with that culture ever since my grandmother (!) gave me a book by Jimmy “The Weasel” Fratianno to read … Continue reading A Don Doesn’t Wear Shorts.
The Ten Commandments of Professional Selling – 2023 Version
Yes, I know. There are other “ten commandments” lists out there for every profession you can think of. But if you know me, you know by now that I’m fairly self-determined and opinionated. I also think … Continue reading The Ten Commandments of Professional Selling – 2023 Version
A Man Called Bill
This is too good not to share here. We all have our heroes – one of mine was my Granddad, Wild Bill Harrison. He earned the name Wild Bill, as you’ll see in this post. He … Continue reading A Man Called Bill
6 Steps to a Quality Sales Call
Salespeople often complain about customers “wasting their time,” but in truth, the biggest wasters of salespeople’s time are the salespeople themselves. Salespeople waste their own time by not having quality sales calls (NOTE – in this … Continue reading 6 Steps to a Quality Sales Call
How to Double Your Sales In Two Weeks!
OK, the title is a bit of a fib. Unless your sales are pretty lackluster now, I probably can’t tell you how to double your sales in two weeks, and neither can anyone else. But I … Continue reading How to Double Your Sales In Two Weeks!
How to Take Care of Your Most Important Asset
On December 15, I flew home from Louisville, KY, to my home in Kansas City, after speaking at a conference. As usual, I flew Southwest (I’ve been a loyal Southwest customer for over a decade). Unusually, … Continue reading How to Take Care of Your Most Important Asset
Glengarry Glen Ross is DEAD.
A few weeks ago, I was doing a training program for a client in Texas. At the end, I always like to go around the room and ask people to talk about the experience, and what … Continue reading Glengarry Glen Ross is DEAD.
How to Succeed in Group Sales Presentations
Most sales trainers – myself included – think of selling in terms of what happens between two people (one seller and one buyer). Hence, they don’t talk much about how to succeed in group sales presentations. … Continue reading How to Succeed in Group Sales Presentations
