The Friction Free Sales Blog

Reciprocity is one of Robert Cialdini's Six Principle's of Influence. The principle of reciprocity is probably the most well known of the six. Reciprocity is the feeling - or emotional need - to return a favor when someone does something for you. If you buy me dinner, I feel obligated to do the same, or […]

"Is this ethical?" Recently in a training this question came up. And it was asked before the end of the first day. They were learning how to gain unconscious agreement. And how it trumps attempting to influence your conscious mind. Then one of the ladies asked, "Is this ethical?" I don't get that question often. […]

I couldn’t imagine a worse way to spend my time. I think being mugged and savagely beaten could’ve been less agonizing. At least the beating would’ve been over in a few minutes. This went on for an hour.

I now give you The Best Sales Techniques You Can Learn from The Worst Sales Presentation, in three acts.

I hope you don’t make sales presentations like this

Have you ever thought? "If only I had my MBA, a doctorate, or some industry designation, things would be easier." While those are nice, they're not necessary. When I first started in the financial services world, I thought that too. I thought I needed a fancy degree. I thought I needed one of the many […]

I don’t enjoy gambling. It’s is a prickly situation. Gambling brings out some extreme beliefs and behaviors in many people. Even someone like me who’s conscious of what’s going on can get swept away.

It started after I placed my first bet.

I walked up to the cashier and said, “$10 on number 5 to place in the first race.”

We were at a big chain faux Italian restaurant for dinner. The kids love the chicken fingers, and drawing on the paper covering the table with crayons. I draw faces on the table and make sure they're all staring at my son. At the restaurant last night, one of the employees dropped some plates. The […]