"The Navigator" News Blog

The 30 Minute Relationship

Can you really build a lifetime relationship in 30 minutes? Recently, while perusing discussions on my LinkedIn groups, I saw a statement that can only be described as a doozy:  another sales trainer posted, “I can … Continue reading The 30 Minute Relationship →

Five Common Sales Call Killers That You Should Avoid

Have you ever committed sales suicide by one of these five common sales call killers?  Chances are that you have, and you might not even know it. Salespeople have a lot of tactics and techniques that … Continue reading Five Common Sales Call Killers That You Should Avoid →

Is Your Business Card Holding You Back?

Your business card can either help you – or destroy your credibility. In speaking at different trade shows, I receive a great many different business cards from people in many different walks of life and business, … Continue reading Is Your Business Card Holding You Back? →

Engineer Yourself a Better 2014

For whatever reason, I have spent a lot of my time, particularly within the last three years, working with a lot of companies who have sales engineers – meaning that they hire people with engineering backgrounds … Continue reading Engineer Yourself a Better 2014 →

Six Ways to Increase Your Price Through Better Selling

If your customers are constantly “beating you up on price,” maybe it’s not their fault.  Maybe it’s yours.  Bad selling reduces achieved price, and most of the time, salespeople don’t even know that they’re doing it … Continue reading Six Ways to Increase Your Price Through Better Selling →

What Salespeople Can Learn From The Olympics

There’s a sales lesson in the Winter Olympics. Ah, the Olympics.  A wonderful time of year.  It’s a time when people suddenly become raving fans of sports that they either ignore or chuckle about for the … Continue reading What Salespeople Can Learn From The Olympics →

Turnover – the Silent Sales Killer

Turnover is one of the least recognized ways that companies lose sales revenue.  Here’s why. I answered the phone this afternoon, and an earnest voice said, “Hello, Mr. Harrison?  This is Chris (last name eliminated), and … Continue reading Turnover – the Silent Sales Killer →

A Fun Success Story From A Client

The most fun calls I get are calls from happy clients.  This is one such call. Two days ago, I got an excited call from Jill Biesma of Environmental Advisors and Engineers, in Kansas City.  I’d … Continue reading A Fun Success Story From A Client →

Having a Great Customer Event

How can you put on a great open house? I received a great question from a client last week, and although I first thought about answering it in “Hot Question” format, it demanded a longer answer.  … Continue reading Having a Great Customer Event →

Five Steps to Better Sales Presentations

When I started out in selling, I thought that it was all about presenting.  I’d get up in front of my customers, give a great speech, and they’d be reaching for their checkbooks before I even … Continue reading Five Steps to Better Sales Presentations →