"The Navigator" News Blog
FIQ – Fred Inspired Questions
Wow. I feel like Lloyd Bridges in “Airplane.” I definitely picked the wrong week to discontinue the Hot Question in the Navigator Newsletter. Yesterday’s article on Fred provoked quite a few questions emailed to me, and … Continue reading FIQ – Fred Inspired Questions
Protected: My Fred
There is no excerpt because this is a protected post.
Who’s Your Freddy?
I’ve been consulting with business owners, sales managers, and training salespeople for a dozen years now. Sometimes it’s hard for me to remember what it was like to have a job working for someone else. But … Continue reading Who’s Your Freddy?
To CRM….and How.
Of the questions I’m asked in my training programs, one of the easiest to answer is, “Troy, should we have a CRM program?” My only decision is whether to answer, “Yes,” “Hell, yes,” or “Only if … Continue reading To CRM….and How.
How to Be Accountable
A few weeks ago, you read about my flight from hell with American Airlines (and if you didn’t, read it here). To sum up, American either delayed me by hours or stranded me on every leg … Continue reading How to Be Accountable
Are You Defining Success Correctly?
A few weeks ago, I was engaged in a debate with someone in one of my training classes. The salesman that engaged me was a good guy, well intentioned, but like a lot of salespeople, he’d … Continue reading Are You Defining Success Correctly?
Trust in Selling and Service
“Trust.” It’s a short word and perhaps the most important word in selling – but do you really know what it means or how it works? In my experiences, too many salespeople do not. Trust is … Continue reading Trust in Selling and Service
The Social Media Door
When you think of a natural expert in social media, what picture do you get in your head? Is it a gray haired CEO, or might it be someone young? Perhaps someone who is, say, 25? … Continue reading The Social Media Door
How Not to Become Superfluous in the Sale
Last week’s column was about the need for salespeople to get out of their own way, and how too many salespeople don’t. Then, a couple of days ago, I saw a perfect example of a salesperson … Continue reading How Not to Become Superfluous in the Sale
Get Out Of Your Own Way!
A while back, I was in Las Vegas and decided to catch a comedy show. I do this a lot, so unfortunately, I can’t remember the comedian’s name that I’m about to quote, but he was … Continue reading Get Out Of Your Own Way!
