The Friction Free Sales Blog

There’s a tightly held marketing secret I might let you in on. You’ve never heard of it because it’s closely guarded by those with serious marketing chops. But don’t feel bad you didn’t know. It’s not your fault. Do you know what else is not your fault? • It's not your fault the economy is […]

When motivating people, you have a carrot and a stick as your tool. This saying comes from motivating a horse to move. You can dangle a carrot, or you can smack the horse in the ass, to start him moving forward. The Problem With The Stick When you smack the horse on the ass with […]

Elephants at a distance are tiny. You can look across the plain, over the green field of grass, and admire the peaceful, tiny elephants. You’re safe. They can’t hurt you. Right? The distance makes it safe. Then you notice the elephants are moving towards you. As they march closer, they become larger and larger. You […]

As I write this, I’m experiencing incredible pain in my rotator cuff. I’ve taken a handful of ibuprofen to help but it’s still screaming at me to stop writing. Sitting still doesn’t stop the pain, so I continue to write. I rarely take ibuprofen, or any other medication. But I hurt. Bad. Tomorrow I have […]

I'm working with a company right now to expand their sales team. It's been a lot of hands on work. I've interviewed hundreds of salespeople on the phone and in person. I'm enjoying the process of rolling around in the mud and coming out very dirty. The job interview process is filled with questions and […]

Neurological Levels is a map, a behavior model, showing you how your customer gets stuck. It will help you understand the thinking and beliefs behind what keeps them from buying. And it will allow you new ways to to frame, or reframe, their limitation so he will buy into your message.

You can also use this model to frame your ideas more effectively. You’ll set frames to shine a light on your ideas that make them the most appealing.