"The Navigator" News Blog
Why Not? Four Innovative Ways to Prospect
Are you getting tired of me telling you that sales is changing? Too bad. I’m going to do it again. Sales is changing. That doesn’t mean that you have to throw out all of your old … Continue reading Why Not? Four Innovative Ways to Prospect
What if Your Prospect Says, “I Just Want a Price?”
It’s an all too common phenomenon. A fresh lead calls in and declares, “I just want a price.” These prospective customers have often conducted extensive research on their own, formed a clear idea of what they … Continue reading What if Your Prospect Says, “I Just Want a Price?”
Four Keys to A Successful CRM Implementation
A few weeks ago, I read a recent article in a monthly trade magazine by a guy who is/was one of America’s most prominent sales authors. The article was about CRM. Specifically, it was about how … Continue reading Four Keys to A Successful CRM Implementation
6 Reasons Why You Should Respond to Leads in Five Minutes
I hate wasted opportunities. I bet you do too. One of the biggest sources of wasted opportunities is slow response time to incoming leads. I truly do not understand this – salespeople work their guts out … Continue reading 6 Reasons Why You Should Respond to Leads in Five Minutes
How to Build a Brand Service Promise
Sometimes the hardest questions are the most common. Here’s a scenario that is repeated every day in sales. Skeptical Customer: “So, why should I buy from you? We’ve been buying from (company X) for years.” Earnest … Continue reading How to Build a Brand Service Promise
How to Motivate a Prospect
“Hi, Troy. I’m blah-blah with blah-blah company. I’d like to talk to you about your printing needs.” It was the most typical of cold calls. I guess I should be thankful that the person wasn’t using … Continue reading How to Motivate a Prospect
How to Handle Sales Competition
I had an interesting conversation last week. I was talking to a prospective client and toward the end of the conversation, he said, “You should know that I’m talking to one of your competitors, too. Would … Continue reading How to Handle Sales Competition
How To Make Sales Meetings Meaningful
When should you stop training your salespeople? If you answered, “never,” you got the right answer. Training never stops. Effective training for your salespeople should cover your products, your services, and sales technique, and it should … Continue reading How To Make Sales Meetings Meaningful
Five Important Sales Questions That All Begin With the Same Word
Years ago, when I was in high school, we did a short unit on Philosophy. You’ll have to forgive me for not remembering which class included this unit – high school was quite awhile ago. In … Continue reading Five Important Sales Questions That All Begin With the Same Word
The More You Know: How to Use Sales Intelligence Tools to Win More Sales
Once upon a time, “How to use sales intelligence” meant using your brainpower! Don’t get me wrong, you still should use your brainpower, but today, “sales intelligence” means something additional. I’ve been talking for several months … Continue reading The More You Know: How to Use Sales Intelligence Tools to Win More Sales
