"The Navigator" News Blog
How to Find the Decision Maker
One of the questions I always get, in nearly any sales seminar or training program (whether the subject matter is related or not), is, “Troy, how do I find the decision maker?” This is one of … Continue reading How to Find the Decision Maker
Three Steps To Improving Your Customer Service
Sometimes, it’s the simplest things that can change a customer’s experience for the better or for the worse. I had an example of this a couple of days ago. A couple of months ago, I bought … Continue reading Three Steps To Improving Your Customer Service
Gawrsh, We’ve Got Great Service!
Every day, salespeople commit suicide – or at least, professional suicide. The scenario goes something like this: Skeptical Customer: “So, why should I buy from you? We’ve been buying from (company X) for years. Earnest Salesperson … Continue reading Gawrsh, We’ve Got Great Service!
What Your Customers Really Want From You
It always amazes me when I talk to salespeople about their own stories of dealing with other salespeople as customers. The stories are fun because salespeople, when they are on the buying side, can spot and … Continue reading What Your Customers Really Want From You
People Buy From Winners!
“Hello, I’m XXXXXX with XXXXXX company. I do XXXXXXX. We’re not experts in this field, and I don’t know if anyone is.” So started an Infomercial that I heard at a recent speed networking event. (The … Continue reading People Buy From Winners!
Are You Doing What is Urgent, Important, or Valuable?
What if I told you that most sales forces underperform? And when I say “underperform,” I mean anything from “doesn’t quite achieve its potential” to “complete and utter waste of time and money.” Maybe your sales … Continue reading Are You Doing What is Urgent, Important, or Valuable?
How To Write a Sales Letter
One question I get asked a lot is, “Troy, is there still a role for direct mail communication in sales?” My answer is “Yes.” First, however, I want to make one very important point: The very … Continue reading How To Write a Sales Letter
What Job Equity Really Means
I knew I’d asked an uncomfortable question. I can always tell by the way the owner and the sales manager get an embarrassed look on their face, and then close the door. The question I’d asked … Continue reading What Job Equity Really Means
Waiting for ‘Something’
Recently, I had the opportunity to present a training program at DocuWorld in Isla de Mallorca, Spain. It was a great experience, not the least because I learned that selling is essentially the same game the … Continue reading Waiting for ‘Something’
Chasing Your Fred
Well, last week we discussed how to find your “Fred,” your ideal customer. If you haven’t read it yet, you might want to read it now = and perhaps my blog post following up on some … Continue reading Chasing Your Fred
