Matthew Linklater, Sales Trainer, Personal Coach and Business Mentor Expert, Publishes a New Article on Abstraction in the Sales Process.

Matthew Linklater, author of Quick Witted: Saying the Right Thing to Win Big and trainer in the areas of business and personal success, writes about the method of using abstraction for winning sales in your business.

Chicago, IL – January 13, 2011– Matthew Linklater, certified practitioner and coach of Neuro-Linguistic Programming, expert in Time Line TherapyTM, hypnotist, speaker and author, recently published an article on his website ( about a supporting argument for his sales process of flexibility of conversation, asserted in his book, Quick Witted. The article, titled “Let Your Abstraction Set the Stage with Your Sales Prospects,” argues that training your sales staff to learn abstraction can lead to an increase in concrete sales.

Linklater writes, “Recently, I started reading Ayn Rand’s Atlas Shrugged as a recommendation from the Founder of today’s wildly successful email marketing company, Groupon, Andrew Mason. The book was suggested as a tool for better understanding an approach to subconscious and conscious thought processes, and how those concepts can be used to enhance sales training that leads to heightened success on the bottom line. In fact, after reading through the book, I discovered that one of the many boldly inventive ideas that Ayn Rand proposes through Atlas Shrugged, (once unpacked from its complexity and understood more fully), strongly supports one of the primary sales tools that I leverage in my sales training.”

“The person who controls the big picture – or abstraction – controls the conversation. It’s the responsibility of the sales representative as a front-line representative of your company to illustrate a picture in the mind of the consumer, of how your product fits their specific needs or wants. The salesperson ultimately can control the specific meaning and the concrete reality of your business in the mind of your target market. Your company’s salespeople take the concrete products and services that your business has created, utilizes the information and techniques that you have given to them through proper sales training, and applies that concrete information to an abstraction, customized for the individual consumer that they are working with,” argues Linklater.

Matthew Linklater and Denise Wayman are co-founders of and former Vice Presidents of three fortune 100 companies and are accomplished motivational speakers and life-changers.  Authors of three books, Quick Witted: Saying The Right Thing to Win Big, Basic Training: Sales Boot Camp, and Counter Attack with legendary Brian Tracy, these two Sales Gurus combine extensive business experience with their expertise as certified master practitioners, trainers and coaches of Neuro-Linguistic Programming in conjunction with Time Line TherapyTM to help you exceed your sales goals!

The entire article can be found at

About Matthew Linklater and Denise Wayman:

Matthew Linklater, and his business partner and fiancée, Denise Wayman, help clients with personal development, positive thinking and action orientation – teaching others to effectively identify and grab hold of their dreams. In addition to their specializations in Neuro-Linguistic Programming, and Time Line TherapyTM, this high-impact duo utilizes their expertise in hypnosis for their clientele’s personal and professional development and training. The dynamic success mentoring team works with individual clients on their career goals as well as business teams on sales and performance goals, to manifest extraordinary success for top-line growth and bottom-line profits. Together, Matthew and Denise have a revolutionary Live Your Vision process that aligns mind, body and spirit in the right direction for success.

As Authors, Speakers and Success Coaches, Matthew Linklater and Denise Wayman offer powerful business consulting and high-impact personal coaching. They have trained business leaders to increase in the critical areas of sales coaching, building instant rapport with others, 3D Communication for negotiation and conflict resolution, motivation of team members, goal achievement, product scripting and leadership. This team’s personal coaching methods incorporate powerful NLP techniques, Time Line Therapy®, the Live Your Vision experience and the Ericksonian Hypnosis method.

To learn more about Matthew Linklater, please visit

Posted Under: Matthew Linklater