How do you feel about persuasion?

Yes.

However by second position, I mean the act of giving life to the unique circumstances of the other person (prospect). Prior to more modern consultative styles of selling, this was rare. You "pitched" and you concentrated on improving your pitch.

In between posts the word "layered" came to mind. It did so because a methodology like this does not preclude the elements that make other systems work well. It's simply a different game so to speak. The way you have picked up on it reminds me again of the layered description. Very nice.

I agree with this.

Yes, I agree as well Gary.

What is the name of this system and what would make it difficult to teach?

Bridger, I don't believe Gary is writing about an actual "Sales System" but instead a "Perceptual Position". There is plenty of NLP material that covers this topic.

I could be wrong though... Gary, am I wrong?

I am referring to a system without elaborating. You are correct, though, in that which I did write about could be described as a perceptual position. You are also correct that some NLP material describes that kind of position. But then, certain Buddhist teachings do also when they refer to a "third eye". Nothing new. However, a selling system can be derived from that perceptual position. I use my own and I know other people who also use similar systems.

What system are you referring to?

Perhaps you could provide a sample of one of these "systems". What do you say Gary?

The system I was referring to was the system I use and call my own. If you have ever studied any selling systems, and I believe from a couple of your posts that you may have, you know that they can be complex and comprehensive. Authors that market their systems use entire books to elaborate their methodologies--and still recommend training for a complete understanding. If you have noticed, the first parts of some of those books are devoted to encouraging the reader to set aside some of their existing beliefs in selling.

Note for instance that on a current thread on SPIN Selling, the posts haven't advanced much more than examining the make-up of a specific category of questions.

I have never considered the idea of Trademarking or offering for sale the methodology I use for selling--or writing a book on it.

I would have no interest nor would I see any personal gain in explaining my personal selling system on a forum like this. However, many opinions that I have expressed here are congruent with the way I sell. Not all examples are however.

Do you use a "system" in your sales, SalesGuy? If so, is it Spin Selling? That's a good one I think.

I searched Google for "NLP Perceptual Position" and found some great information. Thanks!

So you've incorporated this "third position" into your system but it is not a system by itself. Is that right?