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, [...]

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 [...]

For the new year, one thing that has hit home with me more than anything is how true it is that you are your most important client. So many of us create visions and lead projects but have little idea how to focus our energies in the way that best serves us. We might spend [...]

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 [...]

Neuro-Linguistic Programming (NLP) is most certainly an attitude and methodology for successful living. Living in a time where most of where you turn people are discussing the negative (the economy, the administration, terrorism, etc), it’s refreshing to get some useful advice for taking on any challenges ahead in the new year. Here, Richard Bandler, shares [...]

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 [...]

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.