"The Navigator" News Blog
What Do You Do if You Don’t Know What You’re Doing?
This week, I had to change the faucet cartridge in my shower. Now, I’m a pretty skilled amateur mechanic, and I have more tools than most non-professional mechanics. But I’m not a plumber and I had … Continue reading What Do You Do if You Don’t Know What You’re Doing?
What We Have Here is a Failure to Communicate.
“We need to do more prospecting.” That’s what the sales manager said in the Monday morning meeting. This was one of my coaching clients, and I was watching online as three of the salespeople nodded in … Continue reading What We Have Here is a Failure to Communicate.
How to Build Customer Relationships That Actually Matter in Today’s Market
The rules of customer relationships have changed, and most salespeople are still playing by the old playbook. I’ve been watching this evolution for years, and frankly, it’s been fascinating – and a little painful – to … Continue reading How to Build Customer Relationships That Actually Matter in Today’s Market
Front-Loaded vs. Back-Loaded Selling: Why Starting Strong Beats Finishing Desperate
I was in a furniture store last week, and I experienced a perfect example of what I call “back-loaded selling.” The salesperson approached me within thirty seconds of my arrival and immediately launched into his pitch. … Continue reading Front-Loaded vs. Back-Loaded Selling: Why Starting Strong Beats Finishing Desperate
Give Yourself a LinkedIn Audit
This week, I was speaking at a conference and I referred, in an offhand way, to giving your LinkedIn profile a self-audit. When I was done, one of the attendees came up to me and asked, … Continue reading Give Yourself a LinkedIn Audit
Three Things Younger Salespeople Must Know About Selling to Older Buyers
I’ve been writing a lot in the last couple of years about the need for salespeople to adapt to the different styles of younger buyers. It’s a vital issue for our profession, but it only tells … Continue reading Three Things Younger Salespeople Must Know About Selling to Older Buyers
Find the “Can” Instead of Defaulting to the “Can’t.”
I was sitting in on a critical negotiation between one of my distribution clients and their largest potential customer. The procurement director looked at my client’s sales VP and said, “We need a 45-day payment term … Continue reading Find the “Can” Instead of Defaulting to the “Can’t.”
Becoming a Profit Center: The Business Asset Approach to Modern Selling
Do you know how your customers generate profit? Moreover, do you know how your work contributes to their profit picture? The ability to be a profit center remains one of the most valuable qualities in business … Continue reading Becoming a Profit Center: The Business Asset Approach to Modern Selling
The Right Way to Network on LinkedIn (And Why Most Salespeople Get LinkedIn Prospecting Wrong)
Had a pretty good example of “how not to do LinkedIn right” this week, and it perfectly illustrates why most salespeople are failing miserably at LinkedIn prospecting. You’ve probably experienced this yourself. You accept a connection … Continue reading The Right Way to Network on LinkedIn (And Why Most Salespeople Get LinkedIn Prospecting Wrong)
Why “You’ll Always Get Objections” Is Wrong – And What To Do Instead
I heard something recently that made me stop and think. I was speaking at a company sales meeting, and one sales manager confidently stated to everyone, “You’re always going to have an objection from a customer.” … Continue reading Why “You’ll Always Get Objections” Is Wrong – And What To Do Instead
