"The Navigator" News Blog
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
How To Sell To Younger Buyers – The Four C’s
There’s a youth movement afoot, and if you’re not on board with how to sell to younger buyers, you’re going to get run over by it. Purchasing power and corporate leadership is shifting. Most of the … Continue reading How To Sell To Younger Buyers – The Four C’s
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
