People don’t buy for logical reasons. They buy for emotional reasons.
Don’t sell what it is. Sell what it does.
Sell on the tangible and close on the intangible.
The prospect is persuaded more by the depth of your conviction than he/she is by the height of your logic.
Selling on price trains your customers on how to buy.
Beware [...]

I once asked a prospective client, “What kind of person do you trust will do the best job for your company?”  They thought about it briefly and then started ‘describing’ (by slight gestures and small glances, angled to the right) what a trustworthy person was to THEM.  Guess which angle I stood at for the [...]

Note: This post presupposes you have some foundational knowledge of NLP and anchoring. If you do not know anything about anchoring you can get a good introduction to it through Introducing NLP: Psychological Skills for Understanding and Influencing People or Frogs into Princes: Neuro Linguistic Programming.
If you ever run into skeptical prospects when selling, there is a [...]

Do you like card tricks? Are you good at figuring out card tricks? This NLP Blog is intended primarily for those wanting to expand their NLP skills and particularly in the areas of business management and sales. The most important foundational skill I will refer back to is paying attention (developing sensory acuity).  Why? [...]

Ask yourself, What do most customers want?
(hint, sometimes the answer is “what they don’t want or want to avoid)
If you have studied NLP, you have probably learned about the Moving Toward/Moving Away From Metaprogram. Generalized you can say people are either motivated towards things they want, or they are motivated to move away from something [...]

How do you get the prospect (or customer) to agree with you and follow what you say to be true? How do you lead them?
The traditional sales “yes” set is out. Prospects have heard it. If you ask them a question that is obviously trying to get them to say “yes” because “yes” is the only [...]

Part 2 of Dealing with Resistance has to do with what you can do to prevent them from occuring at all. Let’s break it down:
2) Inoculating Objections
Inoculation:
in·oc·u·la·tion n.
Informal. 1. A preemptive tactic in which one party attempts to foresee and neutralize potentially damaging criticism from another party by being the first to confront troublesome [...]