"The Navigator" News Blog
My Personal New Year
I just turned 47. I’ve never thought of 47 as a milestone age – most people think of “the nines” or “the decades” as their milestones – but this might just be turning out to be … Continue reading My Personal New Year
Your Verbal Tics – Dump Them or Own Them?
A couple of weeks ago, I happened to run into an old friend from over twenty years ago. I hadn’t seen her for a long time, and since I ran into her at lunchtime, we decided … Continue reading Your Verbal Tics – Dump Them or Own Them?
What’s On Your Radar Screen?
“It’s nothing. Don’t worry about it.” Those words, uttered by an Air Force lieutenant, literally changed the course of history. The Lieutenant was the command officer in charge of the brand-new radar station on Oahu, Hawaii, … Continue reading What’s On Your Radar Screen?
Lessons From My Dad
I lost my Dad last Saturday. He wasn’t just my Dad. He was my buddy, my hero, my best friend, and my role model. I post this not to get sympathy, but to explain this column. … Continue reading Lessons From My Dad
How to Score a Sales Victory
One of the oldest, and most popular, closes in selling is called the “Puppy Dog Close.” Now, you probably know that I’m not a big fan of overly complicated closes – but there’s nothing complicated about … Continue reading How to Score a Sales Victory
Are You Ready for the Holiday Sales Season?
This year, as in any other year, most salespeople are going to be ‘right on pace’ to make their annual numbers – until December. Then, they’ll sit around bemoaning customers who won’t make buying decisions, who … Continue reading Are You Ready for the Holiday Sales Season?
What’s Your Story?
When I’m driving long distances, I like to listen to audio books. You might think I’d listen to professional improvement audio – and many times I do – but I’ve really gotten into historical novels. I … Continue reading What’s Your Story?
Four Prospecting Approaches That Work
Have you ever had one of those moments where you just couldn’t stop yourself? I did this week. A salesperson called me and said in a bored voice, “Hello, Mr. Harrison, I’m xxxxxx and I would … Continue reading Four Prospecting Approaches That Work
Straight Talk Sells.
If you’ve been paying attention for the last few weeks, you’ve gotten a big lesson in salesmanship from the political arena. What makes the lesson so notable is that, although it’s from the political arena, it’s … Continue reading Straight Talk Sells.
To Schmooze Or To Respect?
It’s been said that “character” is what you do when no one is looking. Personally, I’d define “Selling Character” as how you treat people who can’t buy from you. I was reminded of this just this … Continue reading To Schmooze Or To Respect?
