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 [...]

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 [...]

I often get asked, “How do I master my NLP skills?”
Answer: “One bite at a time.”
Sharpening your sensory experience, paying attention to all the non-verbals you may not have been consciously aware of before, mastering your state, establishing rapport on multiple levels, using the meta-model, listening to sensory predicates signaling representational systems, identifying metaprograms, eliciting [...]

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? [...]