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 [...]

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 [...]

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 [...]

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 [...]

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 [...]

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 [...]

One of the first lessons we learn in basic NLP training is “the map is not the territory.”  Everyone experiences their world differently and as we mature we form our own “model of the world.” Or, you could just say we form our own reality that is based on our beliefs systems, our thinking patterns, [...]