"The Navigator" News Blog

How to Turn Networking into Selling

One of my least favorite sales techniques is “Trojan Horse Selling,” where the salesperson schedules a sales call under some pretense other than “I want to talk about selling you something,” and then it becomes a … Continue reading How to Turn Networking into Selling

How To Manage Your Schedule

Time for another old blog post.  I wrote this one, admittedly, in a fit of pique – but it still holds up well.  There’s really not much I’d change, but I will add some tips on … Continue reading How To Manage Your Schedule

Why You Should NEVER Match a Competitor’s Price!

One of the biggest ways salespeople cost their companies valuable profits (and themselves commission) is when the customer asks them to match the price of a competitor.  “Gee, Bob, I’d really like to buy from you, … Continue reading Why You Should NEVER Match a Competitor’s Price!

How to Create an Effective Sales Presentation

I’m often asked how to create an effective sales presentation. Creating a great sales presentation isn’t hard – but you have to remember who the star of the show is.  Hint – it’s not YOU.  Too … Continue reading How to Create an Effective Sales Presentation

Stop It Saturday! Take the Customer’s Money!

Today’s Stop It Saturday is about a phenomenon that’s common in retail and consumer sales. I’m not going to spoil the surprise – you’ll have to watch, but if you’re doing this – STOP IT!

New Video Series – 60 Second Sales Tips!

I’m starting a new series called “60 Second Sales Tips,” and the point is pretty apparent – to give one great sales tip that only takes you a minute to watch.  Here’s the first, and it’s … Continue reading New Video Series – 60 Second Sales Tips!

The Most Valuable Skill in Sales

Time for another “updating an old article” post.  This article holds up well, except that it’s too short – there’s definitely more to be said about generating new business.  This time I’m going to say it.  … Continue reading The Most Valuable Skill in Sales

Three Interview Questions You Must Ask Salespeople

In my career, I have interviewed thousands of salespeople.  Some interviews were great, some were good, and let’s be honest, some were really bad.  When you do that much of anything, you tend to get pretty … Continue reading Three Interview Questions You Must Ask Salespeople

5 Signs It’s Time to Disqualify Proposals

One of the biggest time wasters in sales is a backlog of non-viable proposals clogging up a sales funnel.  Salespeople tend to be the eternal optimists, thinking that “one more call” might get the deal done, … Continue reading 5 Signs It’s Time to Disqualify Proposals

Five Outdated Sales Techniques That Have Only Gotten Worse With Age

I’ve been going back lately and reviewing some of my past articles; as Jeff Foxworthy once said when listening to his old material, “There’s some good stuff in there!”  Some of these articles are pretty relevant … Continue reading Five Outdated Sales Techniques That Have Only Gotten Worse With Age