"The Navigator" News Blog
Are You Tech Savvy or Tech Handicapped?
In the last couple of weeks, I’ve done a technology reboot. I’ll be the first to admit that I’m not a ‘tech guy,’ by any means. Hence, when I made my two laptop purchases, I felt … Continue reading Are You Tech Savvy or Tech Handicapped?
The Evolution of Selling: Why?
Last time out, I covered what I saw as the “evolution of selling.” As I see it, professional selling has moved through three significant phases in recent history: First, there was transactional selling, where the object … Continue reading The Evolution of Selling: Why?
The Evolution of Selling
A few weeks ago, I wrote about what I called “the escalation of needs,” in which I described the change I’m seeing in selling. Today’s salesperson must work at a higher level, be more savvy, and … Continue reading The Evolution of Selling
“Impact From the Start” – Presenting at the KICA Annual Alumni Advancement and Marketing Conference
Here’s one I’m really excited about because it’s going to be a different step for me. On July 18, in Wichita, KS, I’m presenting “Impact From the Start – Sales Techniques for the First Time Advancement … Continue reading “Impact From the Start” – Presenting at the KICA Annual Alumni Advancement and Marketing Conference
Let’s Get Real.
Is there a person reading this email who would deny that selling is a tough profession? I doubt it – if you’ve been in the business for more than six months. Selling is very tough. I … Continue reading Let’s Get Real.
When the Gatekeeper Lives
I’ve said for years that the ancient sales art of ‘schmoozing the gatekeeper’ is dead. D-E-A-D, as in doornail. And yet, I had a conversation the other day that reminded me that it is not, and … Continue reading When the Gatekeeper Lives
A Word Every Salesperson Should Know and Use
It happens nearly every seminar that I do. During the question and answer session, a salesperson – many times a very good one – describes a situation where the customer is putting them through the proverbial … Continue reading A Word Every Salesperson Should Know and Use
What’s Your Self-Talk?
Today, I saw an interesting meme on Facebook. Most Facebook memes are, of course, meaningless at worst and semi-humorous at best. This one was pretty good, though. It said, “You talk to yourself more than anyone … Continue reading What’s Your Self-Talk?
The Three Components of a Successful Relationship
We can see it all around us, every day. Good relationships gone bad – whether personal, professional, networking, even romantic. And many times, the people involved don’t know why. Right now, you’re thinking, “Wait a minute, … Continue reading The Three Components of a Successful Relationship
Drumming Up Business?
This weekend, I was in a small town called Dewey, in Oklahoma, for a car show. The show, if you’re interested, was called the Stray Kat 500 (it was put on by a club called the … Continue reading Drumming Up Business?