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 [...]

I’ve gotten some feedback from those coming to my NLP blog to “learn NLP” and they question why every post isn’t directly about “Neuro-Linguistic Programming (NLP).”
I want to invite you to explore how every post is. Well almost every.
NLP isn’t about learning NLP. It’s about the modeling of excellence, the attitude of curiosity and discovery [...]

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 [...]

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 [...]

I remember going through school watching the “in-crowd” making fun of those who preferred to study than go out and play.
There still seem to be people who think they will be able to achieve all they desire by staying the same and refusing to change.
I ran across an old friend a long while back and [...]

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 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 [...]

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 [...]

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 [...]

NLP places a lot of emphasis on values. Although the process of eliciting values is relatively simple, it does require some verbal dexterity to do it well, with rapport and grace.
When you are trying to uncover and reach people at deeper levels, rapport is required and maintaining rapport during “tough questions” is sometimes not the [...]

NLP was originally co-founded by Richard Bandler and John Grinder. While many years ago their partnership split and went different ways, they both still continue to train others in NLP. I’ve trained with Richard Bandler and highly recommend him and his partner John LaValle. His style is much different than Grinder’s as you will hear, [...]

Ever wondered about some of the psychology involved in retail, particularly in supermarkets and grocery stores? Here are some of the different techniques used by supermarkets and maybe even one near you. Enjoy, Joe