"The Navigator" News Blog
“Your Price is Too High.” Yep, I’m Good With That.
If you’re struggling with pricing issues, you need to read this article. I just received a response to a proposal that I had issued for speaking at a trade show. The response was that my proposal … Continue reading “Your Price is Too High.” Yep, I’m Good With That.
Dealing With Price, Part 2
Today, we’ll conclude our discussion on handling price in selling. Well, in my last missive, we discussed why negotiation doesn’t help you as much as you think when you’re trying to maximize profit. In fact, many … Continue reading Dealing With Price, Part 2
Ancillary Charges Cost You More Than They Make!
Thinking about adding a line to your bill? Think carefully. You may end up worse off. I had an interesting comment last week from a client, and it reminded me of an experience I had a … Continue reading Ancillary Charges Cost You More Than They Make!
If Your Cold Calls Aren’t Working, It Might Be You
We can all learn from sales experiences – even bad ones. “Heyyy, Troy? This is Chadwick. Does that name ring a bell?” I drew a blank. “Nope,” I said. “Uh….wow…that’s kind of a problem, man. Ummmm….well, … Continue reading If Your Cold Calls Aren’t Working, It Might Be You
WHAT EXACTLY DO YOU EXPECT YOUR CUSTOMERS TO BUY?
Are you telling your customers what they need to know in order to buy? Last weekend, I judged at a high school debate tournament here in Kansas City. Longtime readers know that I was in debate … Continue reading WHAT EXACTLY DO YOU EXPECT YOUR CUSTOMERS TO BUY?
Are You Bringing Emotion to a Logic Fight?
If you’re still selling on emotions, you’re using outdated techniques. “People buy emotionally,” said the veteran salesperson. I was talking to this salesman at a regional association conference; I’d given a workshop that day on hiring … Continue reading Are You Bringing Emotion to a Logic Fight?
Dealing With Emotion in the Sale
This week, we’ll deal with what emotion should be in the sale, and what emotion shouldn’t. Last week, we discussed the fact that in the information age, logic trumps emotion the vast majority of the time … Continue reading Dealing With Emotion in the Sale
The JOY Club
The JOY Club is actually one of the least “joyful” things I’ve seen in selling. It seems to me that in this country, we have done a truly awful job of selling success and the sense … Continue reading The JOY Club
You’re Busy. Doing What, Exactly?
If you want to be successful, forget “busy” and worry about “productive.” If there’s a constant refrain that I hear as I train salespeople and consult with their bosses, it’s “Troy, I can’t possibly do more! I’m just too darn busy.” … Continue reading You’re Busy. Doing What, Exactly?
Excellence Matters.
“You’re too tough!” the candidate said to me. Then he got up and left my office. This happened last week, five minutes into an interview. I was recruiting a salesperson for a client. The candidate had come in … Continue reading Excellence Matters.
