"The Navigator" News Blog

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

The Six Qualities That Win Sales

I have a close friend who is on the receiving end of a number of sales calls – some very good and some pretty lousy.  And she likes to share horror stories with me.  This is … Continue reading The Six Qualities That Win Sales

Activity Drives Results.

“Why do you care how many customers I see if I’m hitting my sales quota?”  That’s the question that sales managers have dealt with since forever.  Sales managers have been accused of being small-minded bean counters … Continue reading Activity Drives Results.

Are You Improving or Stagnating?

I started my sales career selling new cars in Topeka, KS, in 1990. At first, I wasn’t very good, as you would expect.  But, although the environment was pretty cutthroat, I worked hard at developing my … Continue reading Are You Improving or Stagnating?

How Not to Impress People in a Restaurant

A few days ago, I was having lunch with a good friend.  Just as we were seated, a man at a table about ten feet away started a phone call.  I couldn’t tell whether he was … Continue reading How Not to Impress People in a Restaurant

How to Define a Successful Sale

A few weeks ago, I was engaged in a debate with someone in one of my training classes.  The salesman that engaged me was a good guy, well intentioned, but like a lot of salespeople, he’d … Continue reading How to Define a Successful Sale

Buy NOW, NOW, NOW, or Get Lost!

Spoiler alert.  The title of this email is a selling philosophy that can cost you sales – but it’s still prevalent.  I had a reminder of that at a convention in Orlando when someone took the … Continue reading Buy NOW, NOW, NOW, or Get Lost!

What’s Your Sales Maintenance Program?

Most of you know by now that I’m a car guy.  I should point out, however, that I’m not a NEW car guy.  In fact, my daily driver is a 2006 Cadillac Escalade.  It’s the newest … Continue reading What’s Your Sales Maintenance Program?

Are You Selling Emotionally in an Intellectual World?

I just returned from speaking at a conference of independently owned businesses in Las Vegas.  As usual with this group, I had a great time, made some new friends, and made some new business connections.  They … Continue reading Are You Selling Emotionally in an Intellectual World?

Are Your Sales Calls Important?

I have a few guilty pleasures.  One of them is (or at least was) professional wrestling.  I stopped watching several years back for reasons that we might get into in a future article, but up until … Continue reading Are Your Sales Calls Important?