Archive for May, 2010

Origins of Wind and Selling…

Friday, May 14th, 2010

It’s early morning and daughter, Abbie jumps into bed with my Princess Bride and I.

“Mom & Dad, do you know where the wind goes when it blows by? And, where does it come from in the first place?”

My wife is silent. I get the science questions, so my two ladies look at me and I reply.

“Where does the wind come from? We’ve been told not to talk about that.

The laughter dies down. I catch an elbow from the wife and I reach for the notepad next to our bed to write this thought down. A thought that piggybacks on my joke.

“What are they not talking about in selling during your sales training?”


Language is the answer and it’s a big deal. See, the use of persuasive language strategies is the most neglected area of any sales training (and leadership and management and customer service and on and on).

GOT INFLUENCE? If not, send me an email and I’ll respond with a little paper on some big language tips.

The focus of all these forms the future of selling. It’ll be found in my next book, The Secret Language of Influence. Stay in touch for more tips to come.

One more thing, I’ll be covering this as part of my sales training presentation at The American Society for Training & Development’s International Conference next week. Have a peek at the details (Wed, May 19th).
Sales Training What’s Missing?