"The Navigator" News Blog
No Customer Ever Navigation Chart: The Email That Begins With “Re:.”
No Customer Ever Video Okay, who likes to be lied to? Raise your hands. You in the back – put your hand down. You look stupid. I see salespeople and marketers who lie every day to … Continue reading No Customer Ever Navigation Chart: The Email That Begins With “Re:.”
I Love Negotiating With Your Boss! – #nocustomerever
Can we agree that making the customer negotiate with the boss is stupid? No customer has ever said how much they loved negotiating with “the boss.” As I promised in the video, let’s fix stupid. … Continue reading I Love Negotiating With Your Boss! – #nocustomerever
How to be Disruptive in Sales
“Disruptive” is a word that’s frequently used an infrequently understood. To be “disruptive” is to blow up current expectations and patterns, and set new expectations and patterns. Our profession of selling is one that could use … Continue reading How to be Disruptive in Sales
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!
