"The Navigator" News Blog
Why “Buy Now or No Deal” is STUPID – #nocustomerever
Navigation Chart I’ll be honest – I thought this technique was dead. I like to think that my finger is on the pulse of my profession nonstop, 24/7/365. Surely THIS old, hackneyed technique would be dead … Continue reading Why “Buy Now or No Deal” is STUPID – #nocustomerever
9 Ways to Be More Productive
This is an answer to a question that I get asked every now and then. “Troy, how do you get and stay productive?” I’ve found 9 ways to be more productive. I’ll be honest enough to … Continue reading 9 Ways to Be More Productive
How to Develop Your Selling Skills
Last week, we talked about the need for salespeople to build and expand their selling skills in order to adapt to, and compete with, artificial intelligence. This week, let’s talk about exactly HOW to develop your … Continue reading How to Develop Your Selling Skills
Can Salespeople Be Replaced by AI?
“Can salespeople be replaced by AI in five years?” That was the topic of the poll on LinkedIn. My instinctive reaction was probably the same as yours – “Of course not.” Then, I did a little … Continue reading Can Salespeople Be Replaced by AI?
The Power of Great Questions
This is an excellent article from the Harvard Business Review on the power of questions. I’ve said for many years that, in selling, 80% of your chance to win or lose the sale is in the … Continue reading The Power of Great Questions
How to Fix a Bad Sales Presentation
We’ve all been there. I don’t care how good you are as a salesperson, a manager, or a speaker – you’ve been in the middle of a sales presentation and realized that it was going sideways. … Continue reading How to Fix a Bad Sales Presentation
60 Second Sales Tip: Have An Agenda!
In this video, I show one of the most important aspects of selling: that every call should have a reason for happening! Every sales call needs to have an agenda. This, and much more, is taught … Continue reading 60 Second Sales Tip: Have An Agenda!
Are You Asking Enough Sales Questions?
Are you asking enough questions? A couple of weeks ago, I ran a poll on a very popular LinkedIn group. The poll question was simple: “On the average, how many discovery questions do you ask a … Continue reading Are You Asking Enough Sales Questions?
The Four Decisions Every Buyer Makes
Sometimes I think we make selling entirely too complicated – and by “we,” I mean my profession of sales authors and trainers. Sure, selling can be difficult. That’s why they pay us the big bucks. We’re … Continue reading The Four Decisions Every Buyer Makes
A Don Doesn’t Wear Shorts.
I loved the HBO show, The Sopranos. I’m a bit of a Mafia aficionado; I’ve been fascinated with that culture ever since my grandmother (!) gave me a book by Jimmy “The Weasel” Fratianno to read … Continue reading A Don Doesn’t Wear Shorts.
