"The Navigator" News Blog
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
Better Presenting Through Storyselling
A few weeks ago, I boarded a Southwest flight to Minneapolis. As is my habit, I took the window seat. Soon, a woman in her mid-30s came along, pointed to the aisle seat, and asked, “Is … Continue reading Better Presenting Through Storyselling
A Negotiation Tip From a Fast Man
I was recently reading an article on the business challenges facing Formula One race drivers. Most drivers in F1, since about the Seventies, have used managers for their business affairs. These managers negotiate contracts, sponsor deals, … Continue reading A Negotiation Tip From a Fast Man
5 Changes You Must Master to Succeed in Today’s Selling Environment
“I don’t understand it,” the salesman said. “I’ve been selling to that guy for fifteen years! I’ve taken him to football games, bought countless lunches, we’ve been to each other’s houses. And now,” the salesman wailed, … Continue reading 5 Changes You Must Master to Succeed in Today’s Selling Environment
How to Master the Upsell
What is an upsell? Well, it’s retail shopping season, which means that it’s ‘upsell season.’ I saw living proof of that just a few minutes ago. I stopped into one of my favorite bookstores. As is … Continue reading How to Master the Upsell
Three Characteristics of Successful People
In my business, you encounter successful people, and you encounter unsuccessful people. If you do this enough, you form theories about what differentiates the two. This particular post was inspired by someone that I was recently … Continue reading Three Characteristics of Successful People
Know Your Audience!
In any presentation, it’s vital that you know your audience. To simply present without having some idea of your audience’s needs and concerns can be virtual suicide. I saw two examples of this on a recent … Continue reading Know Your Audience!
