"The Navigator" News Blog
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.
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
