"The Navigator" News Blog
Overcoming Obstacles, Part 3,079
One of the best success techniques is to understand how to overcome obstacles. First of all, if you’re bored talking about overcoming obstacles, I sincerely apologize. But it seems to me that too many salespeople can’t figure … Continue reading Overcoming Obstacles, Part 3,079
If You Want to Change Things, Sell Something
Did you know that salespeople are the primary agents of change in business? As salespeople, we are many things. We are generators of growth, we are rainmakers, we should be profit centers, we are relationship builders, we … Continue reading If You Want to Change Things, Sell Something
Winning in Sales Can Be Habitual
Sometimes, winning business comes down to breaking the habits of your prospects. It’s amazing to me how strongly habits can be formed in people. Take last Tuesday morning for an example. I’m a member of a breakfast networking … Continue reading Winning in Sales Can Be Habitual
Reality Can Haunt You
Over the weekend, I was channel surfing and came across this “Reality” show called “Ma’s Roadhouse” on TruTV. Well, it was general brain candy, so I watched a couple of episodes. It’s a pretty funny show about a … Continue reading Reality Can Haunt You
Sales Without Passion Isn’t Sales
Selling without passion and excitement isn’t selling – it’s pontificating. Learn the difference in this article. As part of my consulting business, I often do ride-alongs with salespeople who work for my clients. Lately I’ve seen a trend that … Continue reading Sales Without Passion Isn’t Sales
How to Make Training Work
I’m always asked how companies should maximize their training dollar. Here’s how. Lately, it’s seemed fashionable for a lot of sales trainers to write articles about “why sales training doesn’t work,” which of course allows them … Continue reading How to Make Training Work
Sales Velocity You Can’t Replace It.
Would you like to have better momentum with your customers? Here’s how. The dictionary defines “Velocity” as the measure of speed in objects that are in motion. Troy Harrison (that’s me) defines Sales Velocity as the measurement of a … Continue reading Sales Velocity You Can’t Replace It.
Can You Find the Buying Issue?
If you’re missing sales, it might be because you’re missing the key issues in the sale. Recently, I spent part of a Saturday judging a high school debate tournament. Those of you who know me, know that … Continue reading Can You Find the Buying Issue?
The Five Keys to Sales Success In 2012
Let’s look into the sales crystal ball and see what it will take to make it in 2012. Well, gang, it’s another new year. Technically we’re 19 days into it, of course, but who’s counting? I’m … Continue reading The Five Keys to Sales Success In 2012
One Down, Eleven To Go.
Are you set for growth for the rest of the year – or just losing more ground? Well, here we are. Not only is 2011 gone, but we’re 1/12 of the way finished with 2012. Are your results … Continue reading One Down, Eleven To Go.
