"The Navigator" News Blog
“The Sales Detective – Asking Great Sales Questions” Teleseminar – March 26
There is no more important element in selling – NONE – than the ability to ask good questions. Do YOU know your customers as well as you should? Are YOU losing sales to salespeople who do … Continue reading “The Sales Detective – Asking Great Sales Questions” Teleseminar – March 26
Four “Tools” That Give a Salesperson Comfort – But Don’t Help
My first “outside sales” job was for a company that sold bearings and power transmission products. I loved that job, because I’m mechanically inclined and I got to work with a lot of machinery on that … Continue reading Four “Tools” That Give a Salesperson Comfort – But Don’t Help
How to Avoid “Scorpions Syndrome”
I’m a child of the 80s, and in the 80s, we basically had two types of acceptable music – hair bands and new wave. I enjoyed both, and one of my favorite hair bands was the … Continue reading How to Avoid “Scorpions Syndrome”
Five Ways to Kill a Sales Call
It seems like inspiration for this column hits me every day. Yesterday, it hit me like a ton of bricks. Just to set the stage, I had accepted an appointment from a salesperson who was selling … Continue reading Five Ways to Kill a Sales Call
How To Be Your Own Best Sales Manager
I just reconfigured my home office. Yes, I work out of my house. My business evolution has been different than most; I began with a home office and then moved into a dedicated office in an … Continue reading How To Be Your Own Best Sales Manager
The Most Valuable Commodity You Can Market
From time to time, I enjoy engaging practiced salespeople and sales managers in conversation about selling on a deeper level. One such conversation that happened this week centered around the question, “what is the most valuable … Continue reading The Most Valuable Commodity You Can Market
Are You a Profit Center or a Profit Drain?
When I consult with customers, or give sales management seminars, one of the things that I urge sales managers or company owners to do is to start thinking of their salespeople not as revenue generators, but … Continue reading Are You a Profit Center or a Profit Drain?
The Five Behaviors You Must Have in 2015
Happy New Year! Isn’t that what we’re supposed to say at this time? Some of you are saying, “Gee, Troy, we said it a week ago.” Yes, I know….but this is the first Navigator News of … Continue reading The Five Behaviors You Must Have in 2015
21st Century Prospecting Teleseminar – January 29, 2015
Are YOU not getting enough new prospects and customers? Do YOU need help understanding how to approach new prospects? Do YOU understand how prospecting has changed in the last decade? And most importantly…. Do YOU want … Continue reading 21st Century Prospecting Teleseminar – January 29, 2015
An 800 Year Old Problem Solving Principle Still Applies
I always chuckle when people, confronting a problem with multiple solutions or a mystery with several explanations, bend themselves into pretzels coming up with incredibly convoluted “solutions” to those problems. Somewhere, William of Ockham is laughing … Continue reading An 800 Year Old Problem Solving Principle Still Applies
