"The Navigator" News Blog

The Times, They Are A-Changin’

Last weekend, I was in Orlando speaking at the ASI Show.  At the conclusion of my program on Prospecting, I opened the floor for questions and discussion.  A man in the middle of the room raised his hand (polite … Continue reading The Times, They Are A-Changin’ →

Sales Scams

“Hi, Troy,” the e-mail read.  “This is (let’s call him Scott) with Company X.  I realize it’s been a while since we’ve talked.  We met last year, and you had indicated that you might have interest … Continue reading Sales Scams →

If You’re Not Succeeding Now, When Do You Plan To?

I had a problem yesterday.  A friend of mine called.  She’s a salesperson….and apparently a struggling one.  She wasn’t always a struggling salesperson; in fact, she’d been very successful a few years ago.  However, she’s now … Continue reading If You’re Not Succeeding Now, When Do You Plan To? →

Out Of the Box Customers Have Out Of the Box Expectations

I’m always hearing people say, “What we need to do is to think outside the box.  We need customers that are new, that our competitors aren’t going after!  We need new markets!”  Well, that’s all well … Continue reading Out Of the Box Customers Have Out Of the Box Expectations →

Darn It! It’s a Bid!

Whenever I talk about price, I know the question is coming.  And so it did on Wednesday, as I was speaking at the ASI Show in Dallas. “Troy, I do a lot of bid business, particularly with … Continue reading Darn It! It’s a Bid! →

Social Media’s Achilles Heel

Use social media for what it can do – and don’t ask it to do what it can’t. Many people don’t know this, but he late, great country comedian Jerry Clower started out as a feed … Continue reading Social Media’s Achilles Heel →

Dumb Salespeople Sell Dumb.

If you’re a regular reader of this sheet, you know that I advocate looking at yourself as a profit generators instead of as a revenue generator.  And if you’re not a regular reader (shame on you!), … Continue reading Dumb Salespeople Sell Dumb. →

Commissions – A Dirty Word?

There’s an ad playing on the radio here in Kansas City that really irritates me.  It’s for a car dealership, and it extols the virtues of their “Non-Commissioned” sales staff several times in about 60 seconds.  … Continue reading Commissions – A Dirty Word? →

Want to Start Selling? Start Spilling!

Maybe today’s article should have been titled, “Old Hackneyed Sales Tactics Debunked, Part 117,” but I thought the above was catchier. What I’m talking about is an old tactic called, “Not Spilling Your Candy.”  This tactic … Continue reading Want to Start Selling? Start Spilling! →

A Word to Ban From Your Vocabulary

If you’re “busy,” you’re losing sales! In February, I attended a conference at the Palms casino in Las Vegas.  I love Las Vegas.  I’ve been going there for years, and normally when I do, I stay … Continue reading A Word to Ban From Your Vocabulary →