Starbucks’ “The Way I See It” campaign has been one of the best examples of “influence” I’ve seen. It’s another way for Starbucks to add to the experience and give someone one more thing to look forward to when they get their cup of coffee.
What are you doing to subtly influence others?

Clients love to set you up and get you to “do some groundwork” first before deciding on moving forward with you. They want to see a proposed strategy or outline first of the work you’ll do for them, or maybe have you “just do a preliminary plan” first.
Don’t fall for this trap. You’ll wind up [...]

What’s your best price?  What’s it going to cost?
What clients really want is extraordinary quality, service convenience, and value. They want to work with a salesperson who can save them time and make there life easier.
Yet many clients end up buying price, and do you know why?
Because they find it so difficult to find all [...]

Each and every one of us has a systematic way to encode our sense of time in our respective minds. When you utilize the subtle yet powerful aspects of language, you can shift your customer’s perceptions and guide them in your persuasion.
This is perhaps one of the most fun concepts I learned while studying Neuro-Linguistic [...]

All of us have a metaphorical bucket representing how we feel from moment to moment. But how do we keep that bucket full and keep ourselves brimming with positive energy that not only improves our own lives but the lives of others around us?
Are you using what you’ve learned in your NLP training to shine [...]

I read an interesting article today that answers the question, “What inspires people to take NLP training?”
Here is a paragraph from it, and it’s an article worth reading:
“For a start, NLP training provides an in depth understanding of NLP itself. Neuro-linguistic programming (or NLP) is essentially the study of excellence and understanding how and why [...]

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 [...]

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 [...]

Following a customer presentation gone south, have you ever found yourself saying things like, “They took me the wrong way,” or “They just didn’t understand what I was trying to say,” or “They didn’t get it,” or “The misinterpreted what I was meaning to say,” or “They were looking at it from the wrong perspective,” [...]

NLP gives us the tools to understand people differently. The premise of Perceptual Positions is to develop the flexibility to consider a situation or customer interface from the perspective of self (1st position), another person involved (2nd position) or from a neutral, objective, detached point of view (3rd position; like “a fly on the wall”).
When I [...]

This is a great video of Jeff Bezos (Founder of Amazon.com) discussing what he values as important in business chunking it up as “Everything he knows.” This list, as he says is short, includes 1) obsess over customers, 2) invent, 3) think long term, and 4) it’s always day one.
Practice your NLP modeling skills by [...]

While the concept of change blindness suggests we can’t pay attention to everything and all details, we can pay attention to more.
More meaning, what’s in front of you that means something of value in interpreting, understanding, and reading them.
NLP encourages us to pay attention to more and form (calibrate) meaning from what we hear, see [...]

If you want to model successful people people in business, why not model some of the most successful?
NLP is a field built on modeling successful people in their respected fields.
How do you model model people you may never get to meet, interview or observe in person? Read everything you can by them, watch their videos [...]