"The Navigator" News Blog
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
The Art of Giving: Why “Free Consulting” Can Lead to Profitable Relationships
A few weeks ago, I attended a Webinar for speakers. The topic was on how to generate more customer inquiries and “back of the room” sales from presentations and Webinars. Well, I had my Webinar coming … Continue reading The Art of Giving: Why “Free Consulting” Can Lead to Profitable Relationships
How to Navigate the Buyer’s Journey
For a while, I’ve been talking about how “sales processes” are outdated, and that the important issue in sales now is to understand and navigate the Buyer’s Journey. In fact, it’s a big focal point of … Continue reading How to Navigate the Buyer’s Journey
R.I.P. Secrets: Welcome to the Age of Sales Transparency
I’m here to break some news that might make you shift uncomfortably in your seats: the era of sales secrets is dead and buried. Yep, that’s what I said. In this age of technology and unlimited … Continue reading R.I.P. Secrets: Welcome to the Age of Sales Transparency
Why Doesn’t Cold Calling Work Anymore?
I’ve been thinking a lot about the future of selling. Last week, I defined the four trends that I believe will drive sales into the rest of the 21st century, and I’m even hosting a Webinar … Continue reading Why Doesn’t Cold Calling Work Anymore?
The Top Four Trends That Will Drive Sales Into the Future
Sometimes, you have to stop, take a look around, and take stock of where you have been and where you are going. For me, that time is right now. Don’t worry; I’m still the Sales Navigator. … Continue reading The Top Four Trends That Will Drive Sales Into the Future
How NOT to Handle it When the Customer Says NO – #nocustomerever Navigation Chart
Proposing and closing is a high-stress moment in selling. I’ve been there and I understand. If you’re not just a little amped up when you put a proposal forth, you may need to check your commitment … Continue reading How NOT to Handle it When the Customer Says NO – #nocustomerever Navigation Chart
