These are 8 reasons that I’ve found to be true when observing why people put salespeople off during the sales process. It’s of course, not an absolute list.
So here they are, the top 8 reasons why prospects put you off:
1. You didn’t sell on the value of moving forward quickly. What’s the benefit to them [...]

NLP is full of fancy jargon, and you need a glossary of terms when attending a NLP Practitioner Training just to make sense of it all. “Presuppositions” are no exception, even though most think they know what it means.
Presuppositions are simply the linguistic equivalent of what most people call assumptions. But with a little more [...]

Metaphors. That’s the secret.
Surprised? You shouldn’t be. Using metaphors appeals the your prospects or customers right brain. It helps them visualize, instantly relate, and connect the dots to what you are saying or recommending. And it’s memorable.
The process behind a recommendation that’s rephrased framed with a metaphor is actually simple.
First, ask yourself: What am I [...]

It’s easy to tell when your prospect or customer is talking to themselves because they will often lean their head to one side, nestling it on their hand or fist. Some call this the “telephone position” because the posture often resembles talking on the phone. Looking down to the left or right while doing this [...]

If you can’t solve a problem, it’s because you’re playing by the rules.
Or perhaps just the rules you have in your mind.
Any questions?

With all there is to see and do, there’s really no excuse for boredom.
Maybe it’s just a symptom. Or perhaps it’s a sign of creative starvation. It’s really just a pattern. You can interrupt it at any time.
Don’t settle for boredom. Get up. Get going. Do something. Start a project. Call a friend or family member. [...]

Sam Harrison tells the story:
An old man witnessed a traffic accident, and in court the defense attorney tried to discredit his testimony.
“Mr. Johnson, I see you are wearing thick glasses,” said the lawyer.
“Yes sir, I do.”
“And you’re up in age, aren’t you?
“Yes sir, proudly, I’m 84 in May.”
“So exactly how far can you see, Mr. [...]

Check out one of Seth Godin’s recent post on the three different types of people and how each reacts to change and opportunity.
And if you haven’t read Seth’s Books (I recommend all reading them all), you are missing out. From a fresh marketing perspective, nobody reframes beliefs the way he does.
He’s worth modeling – and [...]

I’ve written about dealing with resistance on this blog a few times  (see part 1 and part 2 posts).  I have a class I teach on the subject so there is a lot more that we could discuss to clarify this important part of selling.
However, while it’s simple to think of inoculating objections as “overcoming [...]

Each Friday I conduct two sales training classes, a basic “fast track” class followed by a more advanced “sales mastery” class on behalf of The Performance Group, a sales development company in Des Moines, IA.
What I’ve learned most, recently, is that salespeople have become really skilled at getting in their own way. Or perhaps letting [...]