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 [...]

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 [...]

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 [...]

Neuro Linguistic Programming (NLP) arms us with the language tools to develop our skills at making our products and services (sound, feel or look) interesting. Unfortunately, it’s easy to get caught up in what do I say versus what do I ask so I can learn what they want most out of what I’m selling.
What [...]

The short answer is yes. Watching (and learning from) this video below, you will quickly see why he’s one of the most successful actors of our times. I invite all NLPer’s to listen to his language patterns, where his focus is, notice his physiology, and perhaps the most important thing to model is his attitude.
I [...]

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 [...]

If you’ve attended an NLP training or you’ve read any NLP books you’ve learned (and possibly adopted) the presupposition that there is “no such thing as failure, only feedback.”
In this video, it’s suggested that you can fail your way to success. It’s powerful and motivating. Watch it and enjoy, Joe.

There really isn’t just one governing body with a universal list of established competencies that one has to demonstrate in order to “earn certification” in NLP. There are several certifying organizations and they all have their own criteria for “NLP” certification.
This means there are many different levels of “NLP Practitioners” out there claiming different levels [...]

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 [...]