"The Navigator" News Blog

Atlanta travel thoughts

“And now for something completely different.”  I get asked a lot about my travel experiences, and I seldom respond publicly just because it doesn’t fit with my sales blog.  That said, I decided today, “Why not?”  … Continue reading Atlanta travel thoughts

May Your Tabula Be Rasa

One of the most common ways for a sale to end up in the Graveyard of Lost Sales is for the salesperson to assume things as fact that aren’t fact at all in the mind of … Continue reading May Your Tabula Be Rasa

Are You Playing on the Right Field?

Recently, I’ve been looking back through some of my old articles and posting #throwbackthursday posts on my LinkedIn and Facebook pages. ( As a side note, if you’d like to link with me, here’s my profile.)  … Continue reading Are You Playing on the Right Field?

“Your Call is Very Important to Us.”

OK, call me a Luddite if you will, but I’ve never been a fan of auto-attendant answering systems.  Currently I’m on hold to cancel a hotel reservation (they give me no way to do it online), … Continue reading “Your Call is Very Important to Us.”

The Most Valuable Information You Can Possess

More than two decades ago, I learned a lesson that has stuck with me since, and that I’ve taught countless salespeople – all of whom have used it to good effect.  It’s about the most valuable … Continue reading The Most Valuable Information You Can Possess

One Great Question Can Make All the Difference

Sometimes, great sales or service isn’t all that complicated.  In fact, sometimes it all boils down to one great question.  I had a reminder of this fact last week. I was in the Houston airport connecting … Continue reading One Great Question Can Make All the Difference

What if There’s No “Easy Pain?”

In all too many industries, sales die due to insufficient questioning and discovery, and due to salespeople who only look for the low-hanging fruit.  In some businesses, salespeople just know what the common issues are, and … Continue reading What if There’s No “Easy Pain?”

Is Live Networking Dying?

A month ago, I did a workshop on networking at a trade show on the East Coast.  This program typically gets rave reviews.  It’s about NETWORKING – the process of meeting people, forming relationships, and converting … Continue reading Is Live Networking Dying?

How To Build a Sales Culture

In my years of experience in working with (and for) companies large and small, I have discovered that there is a common element to the most successful businesses.  The most successful companies have a sales culture.  … Continue reading How To Build a Sales Culture

How to Convert a Buyer Into a Non-Buyer

If there’s any common ‘stress factor’ in selling, it’s the process of finding prospects and converting them into buyers.  Think about that for a moment – we do some form of ‘cold prospecting’ to generate an … Continue reading How to Convert a Buyer Into a Non-Buyer