"The Navigator" News Blog

You Can’t Fake Rapport.

Last week, I made a trip to work with a client in Central California, doing a Sales Audit.  It was a great trip for many reasons, but one of the greatest was this.  That area is … Continue reading You Can’t Fake Rapport.

What to Do When Business is Down

I hear salespeople say, “Troy, business is down,” a lot.  After my years of experience in sales, I usually translate that to, “Troy, sales aren’t coming to me as easily as they used to.”  As a … Continue reading What to Do When Business is Down

When You Join the Buyer’s Journey in the Middle

Joining the Buyer’s Journey in the middle is a unique challenge, but let’s face it – most of you are doing that on a regular basis.  When a buyer calls “just wanting a price,” they have … Continue reading When You Join the Buyer’s Journey in the Middle

How to Do Cold LinkedIn Outreach

Most salespeople don’t know how to do cold LinkedIn outreach.  Many salespeople try to do cold LinkedIn outreach and do it badly.  Houston, we have a problem!  Don’t we? I’m in a fairly good place to … Continue reading How to Do Cold LinkedIn Outreach

Those Who Don’t Remember You Don’t Buy From You

I’ve been talking a lot lately about the need for salespeople to be memorable.  Last week, I was reminded of a funny thing that happened several years ago. I was in a business networking meeting, and … Continue reading Those Who Don’t Remember You Don’t Buy From You

Motivation: The Foundation of the Buyer’s Journey

Last week, I did a one-on-one Zoom call with a guy who was trying to sell me a marketing system.  He opened by saying that he had sold life insurance for over 40 years and, “As … Continue reading Motivation: The Foundation of the Buyer’s Journey

Fakes, Frauds, and Charlatans

You know, sales is not an easy profession.  In the absolute best of times, we face a high degree of customer suspicion, high rejection rates, and the other challenges that come with being the tip of … Continue reading Fakes, Frauds, and Charlatans

Stand Out from the Crowd: 4 Ways Salespeople Can Differentiate Themselves

In your customer’s eyes, it’s easy for you to blend in with all the other reps out there. Every industry has its “pattern.”  From the typical business casual uniforms to the cookie-cutter pitches, everyone starts to … Continue reading Stand Out from the Crowd: 4 Ways Salespeople Can Differentiate Themselves

How to Create a Winning Sales Presentation

It happened last week and I cringed.  A new client wanted to know how to create a winning sales presentation and he asked me, “Hey, could you take a look at my slide deck?  I teach … Continue reading How to Create a Winning Sales Presentation

Do Your Customers Like Your Business Model?

“Do your customers like your business model?” is the most important question of 2024.  It’s always been the most important question, really, but too many business owners ignore it.  The reality is that many companies – … Continue reading Do Your Customers Like Your Business Model?