"The Navigator" News Blog
How to Sell To Younger Buyers – Or, How to Close the Generation Gap in Selling
Yesterday, I was at lunch at a popular local restaurant, and I observed a classic example of how salespeople can sell to younger buyers – or, more properly, how NOT to do it. I observed two … Continue reading How to Sell To Younger Buyers – Or, How to Close the Generation Gap in Selling
How Salespeople Can Be Profit Centers
What if I told you that you were your own profit center? I’ve said many times before that salespeople can, and should, be a self-contained profit generation machine. Salespeople who create profit for their employees and … Continue reading How Salespeople Can Be Profit Centers
How to Ask Great Sales Questions
A few weeks ago, I attended a sales conference in Las Vegas that was a real eye-opener. Not because I saw revolutionary stuff (other than an AI app that I’m continuing to research), but because what … Continue reading How to Ask Great Sales Questions
How to Close a Sale – When Timing is (Almost) Everything
I’m constantly asked, “Troy, can you teach my salespeople how to close a sale?” My answer is, “Sure. It can take either 10 minutes or two days, depending on what you’re looking for.” What I mean … Continue reading How to Close a Sale – When Timing is (Almost) Everything
Success in Selling is Intentional
I had an interesting moment a few weeks ago. I had just done a training program with a client’s sales team. A few days later, the sales manager reached out to me because one of his … Continue reading Success in Selling is Intentional
Your Biggest Obstacles are Your Own Assumptions!
I’m writing this as I am attending a conference in Las Vegas. This is a conference that has drawn a lot of coaches, consultants, and yes – sales trainers. One of them sat down next to … Continue reading Your Biggest Obstacles are Your Own Assumptions!
What If You Forgot Everything You Knew About Sales?
Last weekend, we had a run of storms in Kansas City, and the power at my house went out. That happens. What’s not normal is that the power stayed out for over two days – and … Continue reading What If You Forgot Everything You Knew About Sales?
How to Have a Productive Video Sales Call
Full disclosure here: I originally decided to do a demo on how to use AI to create authentic social media posts, and I had Claude create a LinkedIn post on Zoom etiquette. You can watch that … Continue reading How to Have a Productive Video Sales Call
How Salespeople Can Become Better Writers.
A couple of days ago, I was meeting with a long time client named Scott Hanna. He is the President of E3 XPS, a company that focuses on trade show exhibits and commercial spaces. He said … Continue reading How Salespeople Can Become Better Writers.
Which Sales Skill Should You Focus On Improving?
I’ve had some interesting conversations lately with business owners and sales leaders who know that something is wrong. They just don’t know what. They haven’t kept their sales teams abreast of the way that selling is … Continue reading Which Sales Skill Should You Focus On Improving?
