NLP, or Neuro Linguistic Programming, was developed by Richard Bandler and John Grinder. They were studying the most powerful approaches to therapy, including Gestalt and Ericsonian hypnosis, when they recognized that they could help people change…Continue Reading
The salesperson explained that their prospective client had made a number of commitments in the past, and had each time failed to keep their commitment. Their prospective client is smart and successful, and they had reached out to the salesperson…Continue Reading
Most of what you do does nothing to produce results. While it may be necessary, it doesn’t move the needle.
Meetings with Prospects and Clients
If there is one thing that should dominate your calendar as a salesperson, it is meetings with…Continue Reading
You have prospects who are difficult to contact. They’re hard to reach by phone and impossible to reach by email. No matter what you try, you can’t seem to connect with them, and they never respond to your attempts.
You have prospects who are…Continue Reading