"The Navigator" News Blog
Testimonials are the very best marketing materials you have, bar none. I truly don’t care how good your marketing department is, how much you invest in marketing materials, etc. You will never have a better marketing … Continue reading How to Get a Testimonial – The Easiest Way
I’ll be honest. How to prepare for a sales call is something that is so fundamental that I forget to write about it. For one thing, it’s not all that “sexy;” it’s much more fun to … Continue reading How to Prepare For a Sales Call
A few days ago, I got a message from a salesperson who used to work for me many years ago, when I was a sales manager. It said, “Troy, you’re not going to believe this, but … Continue reading A Good Sales Job Shouldn’t Hurt Your Conscience.
If you’ve read my work before, you know that one of my common statements is that our profession of selling has changed more in the last ten years than in the hundred years previous. That’s 100% … Continue reading My Top Five Rules of Successful Selling
Time for another “renewing an old post” post. This one is even more important now, given the challenges of 2020; for many of us, retaining our customers is our lifeblood. We talk a lot about how … Continue reading How to Retain Customers – The Very Best Way
Taking a look back at another six year old post, it seems extremely relevant now. Professional development and evolution is always important to stay on top of developments, but 2020 has put an unprecedented series of … Continue reading Professional Development in 2020 for Salespeople – it’s Vital.
Resolving customer conflicts doesn’t have to be tough, but some companies make it tough. In fact, some companies have systems and processes that take a small conflict and make it a big one. We’ve all been … Continue reading 7 Steps to Resolving Customer Conflicts
It’s one of the most difficult issues salespeople face – how to rescue a stalled proposal. You’ve made what you think is a great proposal. The customer seemed interested. But now, they are ghosting. What the … Continue reading How to Rescue a Stalled Proposal – 60 Second Sales Tips
One of my least favorite sales techniques is “Trojan Horse Selling,” where the salesperson schedules a sales call under some pretense other than “I want to talk about selling you something,” and then it becomes a … Continue reading How to Turn Networking into Selling
Time for another old blog post. I wrote this one, admittedly, in a fit of pique – but it still holds up well. There’s really not much I’d change, but I will add some tips on … Continue reading How To Manage Your Schedule