"The Navigator" News Blog
What Business Are You In?
If you want to hear trite answers at a cocktail party, just ask this question: “What business are you in?” You’ll get all kinds of meaningless answers. “I’m in the insurance business. I’m in the people … Continue reading What Business Are You In?
What Price Really Means In the Selling Process
Of all the topics in sales, few are as talked-about as pricing and negotiation. Yet, with all that talk, few businesspeople are truly happy with the price points they are getting. Why? The problem is that … Continue reading What Price Really Means In the Selling Process
Are You Relevant?
I had a really powerful conversation with a friend of mine a few days ago. He’d just left his position of several years, managing a sales force selling to (through) independent distributors both small and medium … Continue reading Are You Relevant?
So, You Want to Spread Your Wings?
“Troy, I need to diversify.” It’s one of the most common comments I hear from a client, or even just someone that I’m chatting with. Everyone is looking to grow their business, and one of the … Continue reading So, You Want to Spread Your Wings?
My Nine Steps to Personal Productivity
This is an answer to a question that I get asked every now and then. “Troy, how do you get and stay productive?” I’ll be honest enough to say that my own productivity system has been … Continue reading My Nine Steps to Personal Productivity
Three Very Important Words
One of the most important three-word phrases in business is: sense of urgency. When I look over the various winners and losers I’ve seen in the business world, those three words tend to define the difference … Continue reading Three Very Important Words
Four Easy Steps to Great Customer Service
When I talk to business owners about taking good care of their customers, and about maximizing their relationships, some of them seem to think that satisfying the customer’s requirements and providing great service requires Herculean efforts … Continue reading Four Easy Steps to Great Customer Service
When the Customer Comes to You
We used to think it was good news. “Hey, I got a call-in!,” we’d say excitedly to our boss/co-workers, and we’d eagerly schedule the appointment. And why not? After putting in hours of prospecting each week … Continue reading When the Customer Comes to You
What If the Customer Makes a “Wrong” Decision?
Last week, I answered a “Hot Question” about customers who make ‘wrong’ decisions. After considerable thought – and the realization that I am one of those customers who frequently makes ‘wrong’ decisions – I decided that … Continue reading What If the Customer Makes a “Wrong” Decision?
Three Words That Can Change Your Selling World
One of the things I’ve always prided myself in is that I am a student of those activities about which I am passionate. When I get involved in something and I get excited about it, I … Continue reading Three Words That Can Change Your Selling World
