Sales Training Programs

Sell Like You Love It!

Your company has a great product.  You have a passion for your work and your customers – but do your salespeople have a passion for selling your product to your customers?  I love selling – and I want to impart that to your salespeople. Trained salespeople love to sell.  Do you want your salespeople to:

  • Be able to conduct effective outreach to new customers?
  • Ask incisive and powerful questions to more fully understand the customer’s needs and definition of success?
  • Create presentations that persuade?
  • Deal effectively with price?
  • And close business in such a way that the customer wins right along with you?

If that sounds like you, we should talk.  The salespeople that I train sell more, build stronger relationships, and retain customers far better than their competitors. Don’t be deceived by the myth that your company is “too small” to provide training.  There is no team too small, or too large, that they can’t gain from my sales training for individuals and teams.  I can provide targeted, outcome-based training on the topics below in increments from four hours to three days. Custom programs are also an option if you want to solve specific problems or address individual needs. My most popular courses are:

“Navigating the Buyer’s Journey” Sales Training:

Stop Pushing Your Sales Process. Start Guiding Their Buying Journey.

Today’s buyers have control—and they know it. The old-school “sales process” approach is not just outdated; it’s counterproductive. Smart salespeople are abandoning generic presentations and rigid methodologies to become expert guides in their customers’ buying journeys.
This isn’t just a mindset shift. It’s a complete transformation that positions you as a trusted advisor rather than a pushy salesperson—and it’s the difference between thriving and merely surviving in today’s empowered buyer landscape.
From the Sales Navigator Who’s Seen the Future
I’m Troy Harrison, and after training salespeople from 23 countries across two continents and working with company principals from the United States to Europe to the Middle East, I’ve witnessed firsthand the seismic shifts reshaping our profession. My 30+ years as an award-winning sales rep, champion sales manager, and internationally recognized consultant have given me a unique vantage point on where sales is heading.
This program represents the culmination of decades of real-world experience and cutting-edge insight. As the author of “Sell Like You Mean It” and “The Pocket Sales Manager,” and with hundreds of thousands reading my work across 20 trade magazines, I’ve built my reputation on one core belief: successful selling must be founded on genuine focus on customer needs and respect for customer intelligence.
What You’ll Master in My Program
Section 1: Understanding the Buyer’s Journey
Discover how and why people actually buy things, where you fit into their journey, and what separates modern sales professionals from dinosaurs still pushing outdated tactics. You’ll understand the cultural, technological, and generational forces that have forever changed the sales landscape—and how to leverage them for explosive growth.
Section 2: Motivation – Sparking the Journey
Master the art of prospecting and outreach with a unified strategy that seamlessly integrates phone work, LinkedIn, email, and text messaging. Learn to create that crucial feeling of dissatisfaction that motivates prospects to begin their buying journey—then secure appointments with genuinely motivated buyers, not tire-kickers.
Section 3: Investigation – Deep Discovery Mastery
Deploy comprehensive discovery techniques including Big Picture Questioning, Small Picture Questioning, Power Questioning, and Impact Questioning. This isn’t your grandfather’s qualifying process—it’s customer-centric investigation that helps buyers define their own success while positioning you as the indispensable guide to their desired future state.
Section 4: Solution – Dynamic Presentation Skills
Forget generic slide decks and rehearsed presentations. Learn to use Advantages, the Advantage Statement, and “Flipping the Script” techniques with my revolutionary Mental Slide Deck framework. Create powerful, persuasive presentations on the spot that directly address each buyer’s unique definition of success.
Section 5: Evaluation – Price Without Fear
Navigate the “how much?” conversation with confidence. Understand price pressure, deploy basic negotiation techniques, and discover why the best negotiation is often no negotiation at all. Handle the three critical buyer questions: Can I afford it? Are the terms acceptable? Does it represent good value?
Section 6: Decision – Customer-Friendly Closing
Close sales in a way that feels natural and respectful to your buyers. Master techniques for alleviating objections and buyer resistance without manipulation or pressure. Learn the four essential questions that tell you exactly when to ask for the sale—and how to ask with confidence.
Section 7: Launching the Relationship
Transform that first sale into a launch pad for long-term customer loyalty. Discover how to immediately begin building relationships that generate referrals, repeat business, and expanded opportunities within accounts.
Why This Approach Changes Everything
In today’s perfect storm of empowered buyers, traditional sales training teaches you to fight against the current. This program teaches you to harness that current and ride it to unprecedented success.
You’ll learn to:
• Create genuine motivation rather than applying sales pressure
• Become a trusted investigator who helps buyers understand their own needs
• Present solutions dynamically without generic presentations
• Handle price conversations with confidence and clarity
• Close naturally when buyers are truly ready to buy
• Build lasting relationships that compound your success
The Bottom Line
The salespeople who refuse to adapt to this new reality will struggle. Those who master buyer journey navigation won’t just survive—they’ll dominate their markets while their competitors wonder what happened.
My program prepares you for the NEXT 20 years in sales, not the last 50.
This isn’t theory—it’s battle-tested methodology refined through decades of success across industries and continents. I’ve seen the future of sales, and I’m here to guide you through it.
Ready to stop pushing your process and start guiding their journey? Your buyers are waiting for a salesperson who truly understands how they want to buy.
Transform your approach. Transform your results. Transform your career.

“Advanced Sales Navigation” Training:

This 2-day course builds on the Foundational Elements training with by both advancing the techniques and tools from the Foundational Elements course, as well as introducing new and disruptive sales techniques that will help salespeople reach the elite level!  This program is designed for experienced salespeople who are committed to double-digit or even triple-digit sales growth.

This program is centered around my proven “Storyselling” technique that elevates sales to a new level that sets your salespeople apart from the crowd, makes you memorable, and generates quicker pull-through in the sales funnel, higher closing rates, and better customer relationships.  We add in curriculum on development selling and advanced relationship building, as well.

Outcome: At the end of this course, salespeople will sell at an elite level, using skills that both differentiate and disrupt for maximum impact, memorability, quicker close ratios, and higher prices and sales.

“Integrated Outreach” Training:

Classic prospecting isn’t dead – but it’s just one of the ways that you can generate a flow into your sales funnel. Today’s successful salesperson – or successful sales team – must integrate conventional prospecting with new methods of communication.  The methods of communication are myriad – telephone, text, email, social media, instant messaging, and new technologies and platforms are developed every day.  Do you know what to use and when to use it?

Many sales training programs can teach you how to USE these platforms.  This one will teach you how to MONETIZE them, through my proprietary and newly developed and proven methods.  That’s why this program is called “Integrated Outreach” rather than “Prospecting.”  This requires a different mindset and approach, which we teach in the program.

Outcome:  At the end of this program, salespeople will understand how to properly choose and prioritize their communication and outreach methods, discovering what works best for each customer and prospect, and turning these methods into real customers that make real purchases.  In short, salespeople will be able to generate more prospects than they ever have.

Sales Management Training:

The least talked about aspect of sales department development, and perhaps the most important, is having a skilled sales manager who can be a difference maker.  Sales managers need to be equipped with the skills and techniques to hire, engage, train, coach, develop, and hold their salespeople accountable.  Yet, most companies hire or promote a sales manager without doing any training.  Is it any wonder that the promotion from salesperson to sales manager has the highest fail rate in the business world?

It doesn’t have to be that way.  Even the right people for sales management can fail to reach their potential without the right skills development.  This program will give your sales manager(s) the tools that they need to positively impact their sales reps, their careers, and most importantly, your company’s results.

Outcome:  After going through this program, sales managers will be equipped to be difference makers.  They will work strategically, developing their salespeople’s skills and making them better than they thought they could be.  They will have lower turnover, better employee and customer relationships, and a much higher performance sales team.

Contact me to learn more about my customized sales training programs.