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 [...]

When you call a prospect for the first time, keep in mind you are typically interrupting him or her from something they are doing that they consider to be more important than anything you are about to say.
Everyone is busy.
For this reason, you should almost always expect some sales resistance, if you have the best [...]

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 [...]

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 [...]

One of the foundational skills of NLP that you begin to hone in NLP Practitioner training (and beyond) is that of pattern detection. Once your sensory acuity sharpens, you can start to apply your new pattern detection skills in a variety of ways.
One of them is in identifying when someone is lying.
A person’s mouth is [...]

Part 2 of Dealing with Resistance has to do with what you can do to prevent them from occuring at all. Let’s break it down:
2) Inoculating Objections
Inoculation:
in·oc·u·la·tion n.
Informal. 1. A preemptive tactic in which one party attempts to foresee and neutralize potentially damaging criticism from another party by being the first to confront troublesome [...]