The Friction Free Sales Blog

Marketing and selling come down to two fundamentals: psychology and math. The psychology piece is the sexy stuff. We love learning how our minds work and how it's easily tricked. And, of course, how to use these to influence people. What may be more important is the math. The math tells you when the sexy […]

Words are the most powerful tool you have in your business. Throughout history, people have eagerly marched into war and fallen in love because of words. The right words change minds, draw up emotions, and create action. The wrong words will do just the opposite. The wrong words will block communication. One wrong word plants a seed of doubt. These […]

I've heard people say, "all I needed to learn about influence I learned from How to Win Friends and Influence People." I say, "Bullshit!" Don't get me wrong, How to Win Friends and Influence People is a great book. The lessons it holds are very important, but they're not everything you could learn about influence. […]

The other night I was listening to my kids discuss the intelligence of Wile E. Coyote. Hopefully you remember the cartoons where the coyote tried to catch The Road Runner but always ended up getting hurt. When I looked at the TV, Wile E. Coyote was chasing The Road Runner into a painted tunnel on […]

If I ask you what you do for a living, how would you answer? Are you a dentist? Marketer? Financial advisor? Lawyer? Plumber? Consultant? Hotel manager? Business owner? (fill in the blank)? What happens if you can't sell your products and services? Nothing. You're are, in reality, a salesperson. Everyone's a salesperson. In Dan Pink's […]

I vividly remember the first time I spoke with him. In the year prior I had bought a couple courses and read dozens of books on NLP and Ericksonian hypnosis. I was in sales, doing okay, and heard how he had taken the fluff out of NLP and was the man to learn how to […]