"The Navigator" News Blog
Trust in Selling and Service
“Trust.” It’s a short word and perhaps the most important word in selling – but do you really know what it means or how it works? In my experiences, too many salespeople do not. Trust is … Continue reading Trust in Selling and Service
The Social Media Door
When you think of a natural expert in social media, what picture do you get in your head? Is it a gray haired CEO, or might it be someone young? Perhaps someone who is, say, 25? … Continue reading The Social Media Door
How Not to Become Superfluous in the Sale
Last week’s column was about the need for salespeople to get out of their own way, and how too many salespeople don’t. Then, a couple of days ago, I saw a perfect example of a salesperson … Continue reading How Not to Become Superfluous in the Sale
Get Out Of Your Own Way!
A while back, I was in Las Vegas and decided to catch a comedy show. I do this a lot, so unfortunately, I can’t remember the comedian’s name that I’m about to quote, but he was … Continue reading Get Out Of Your Own Way!
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!
