"The Navigator" News Blog
Customer Control is a Fantasy
Here’s one of those questions that I get a lot. Usually it comes after I’ve given a presentation on the need for salespeople to solve problems and improve the customer’s condition. There are variations in wording, … Continue reading Customer Control is a Fantasy
HOW TO SET THE LANGUAGE OF THE SALE
Recently I was taken to task over something I wrote in a trade magazine. The topic of the article was price sensitivity, and in the article, I referred to number of phrases that salespeople should abandon … Continue reading HOW TO SET THE LANGUAGE OF THE SALE
Three Words That Can Help You In 2016
Sometimes, all it takes is three little words. I’m serious. Sometimes, three little words – the saying, the adoption, the believing – can make all the difference in the world. I’m not talking about the classic … Continue reading Three Words That Can Help You In 2016
Troy Harrison to Present Two Programs at PPAI Expo East, March 16, 2016, Atlantic City, NJ!
After a great PPAI debut at the Expo last year, not only has PPAI booked me to return to the Expo, they’ve expanded our relationship to include the Expo East in Atlantic City in 2016! I’ll … Continue reading Troy Harrison to Present Two Programs at PPAI Expo East, March 16, 2016, Atlantic City, NJ!
Troy Harrison to speak at PPAI Expo, Las Vegas, January 10-11!
I’m excited to announce that PPAI has booked me to return to their Expo in Las Vegas in 2016! The PPAI Expo is the biggest event in the Promotional Products industry, and I had a great … Continue reading Troy Harrison to speak at PPAI Expo, Las Vegas, January 10-11!
Troy Harrison to Present “Value Added Selling” at DocuWorld USA, Las Vegas, May 5-6, 2016!
I’m very excited, because DocuWare has signed to bring me back to their United States dealer convention, DocuWorld USA, in 2016! This year, instead of delivering a one-hour keynote speech, I’ll be presenting a four-hour training … Continue reading Troy Harrison to Present “Value Added Selling” at DocuWorld USA, Las Vegas, May 5-6, 2016!
Troy Harrison to Train at DocuWorld Europe, Mallorca, Spain
This is one I’m particularly excited about – I’ll be presenting “Value Added Selling” at DocuWorld Europe this year, in Mallorca, Spain, on April 20, 2016. It’s presented by DocuWare, the leading provider of document management … Continue reading Troy Harrison to Train at DocuWorld Europe, Mallorca, Spain
My Personal New Year
I just turned 47. I’ve never thought of 47 as a milestone age – most people think of “the nines” or “the decades” as their milestones – but this might just be turning out to be … Continue reading My Personal New Year
Your Verbal Tics – Dump Them or Own Them?
A couple of weeks ago, I happened to run into an old friend from over twenty years ago. I hadn’t seen her for a long time, and since I ran into her at lunchtime, we decided … Continue reading Your Verbal Tics – Dump Them or Own Them?
What’s On Your Radar Screen?
“It’s nothing. Don’t worry about it.” Those words, uttered by an Air Force lieutenant, literally changed the course of history. The Lieutenant was the command officer in charge of the brand-new radar station on Oahu, Hawaii, … Continue reading What’s On Your Radar Screen?
