"The Navigator" News Blog
How to Motivate a Prospect
“Hi, Troy. I’m blah-blah with blah-blah company. I’d like to talk to you about your printing needs.” It was the most typical of cold calls. I guess I should be thankful that the person wasn’t using … Continue reading How to Motivate a Prospect
How to Handle Sales Competition
I had an interesting conversation last week. I was talking to a prospective client and toward the end of the conversation, he said, “You should know that I’m talking to one of your competitors, too. Would … Continue reading How to Handle Sales Competition
How To Make Sales Meetings Meaningful
When should you stop training your salespeople? If you answered, “never,” you got the right answer. Training never stops. Effective training for your salespeople should cover your products, your services, and sales technique, and it should … Continue reading How To Make Sales Meetings Meaningful
Five Important Sales Questions That All Begin With the Same Word
Years ago, when I was in high school, we did a short unit on Philosophy. You’ll have to forgive me for not remembering which class included this unit – high school was quite awhile ago. In … Continue reading Five Important Sales Questions That All Begin With the Same Word
The More You Know: How to Use Sales Intelligence Tools to Win More Sales
Once upon a time, “How to use sales intelligence” meant using your brainpower! Don’t get me wrong, you still should use your brainpower, but today, “sales intelligence” means something additional. I’ve been talking for several months … Continue reading The More You Know: How to Use Sales Intelligence Tools to Win More Sales
How to Use ChatGPT and Still Be Authentically You
I’m going to present two ideas to you right now that seem contradictory. First – you should be using AI tools like ChatGPT to make you more productive, effective, and efficient as a salesperson. Second – … Continue reading How to Use ChatGPT and Still Be Authentically You
How to Sell by Text: Navigating Modern Sales Communication
“Troy, all these gosh-darned younger buyers want to do is text!” That’s a complaint I hear quite frequently when I speak at conventions. And it’s true. Sales communication methods have undergone a significant transformation. The rise … Continue reading How to Sell by Text: Navigating Modern Sales Communication
How to Manage a Long Sales Career
This week’s Navigator is inspired by one that I wrote twelve years ago, and actually incorporates part of it. That post was called, “When Salespeople Get Older,” and it was inspired by a true story – … Continue reading How to Manage a Long Sales Career
How to Handle the Price Objection: The One Way That Works
“Your price is too high.” “Your competitor has a lower price than you do.” There are many, many ways to handle this objection. All of them – except one – are LAME. They cost you money, … Continue reading How to Handle the Price Objection: The One Way That Works
The Tech-Savvy Myth: Don’t Let Excuses Kill Your Sales Success
Today, I want to address a pressing issue that’s been eating at me for far too long. It’s time to debunk the excuse of salespeople who claim they aren’t “tech-savvy” and turn up the heat on … Continue reading The Tech-Savvy Myth: Don’t Let Excuses Kill Your Sales Success
