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Life Puzzle

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  • Why People Buy and Why it Matters

    Why People Buy and Why it Matters

    “I really think you’ll love this skincare product, it’s 100% plant-based and all the packaging is environmentally-friendly and …” “That’s not what I’m really looking for in my skin-care regime.  I want quick, easy, and effective.” was my response. “But …” And she’s lost me.  She didn’t listen.  Yes, I care about the environment, I […]

  • Asking for Help and Reframing Issues to Build Rapport

    Asking for Help and Reframing Issues to Build Rapport

    Three of the hardest phrases for people to say are: “I love you;” “I’m sorry;” and “I need help.”  It’s sad really, because I’m sure that if we could express our dependence on others, humble our pride, and admit our insufficiency they world would be a happier place.  “I love you,” tells other people that […]

  • Bob, The Photocopier Man –  An Ultra-Kinaesthetic

    Bob, The Photocopier Man – An Ultra-Kinaesthetic

    Maybe you never make a buying decision on the basis of your personal response to the sales person.  I’ve had people say that to me, “All my business decisions are purely logical – I don’t need any of that rapport stuff!” And the next words out of the mouth are, “No, there’s just something about […]

  • We All See The World Differently – Your Internal Representation System  (Part 2)

    We All See The World Differently – Your Internal Representation System (Part 2)

    In my last post I talked about the importance of understanding how you see the world, and how other people see it in order to communicate with them effectively.  Today I’m going to share some pointers which will help you identify what the internal representation system of another person is. If your offer is truly […]

  • Don’t Assume, Ask Questions

    Don’t Assume, Ask Questions

    I see sales people and business owners all the time who assume they know exactly what their prospects and clients want.  Sometimes they are right.  Sometimes not. If you think that people aren’t biting on the bait you’re putting out because you’re not getting the words right, think again.  That may be the reason, but […]

  • How to Improve Your Sales Closure Rate

    How to Improve Your Sales Closure Rate

    This is the final part of a detailed look at the 5-Step Sales Process.  So far we have looked at the importance of :-     ⁃    Building Rapport;     ⁃    Asking Questions;     ⁃    Establishing Need & Value-Add;     ⁃    Proposing a Solution; – and now we will look at Closing the Sale – the […]

  • Does Your Solution Fit Their Problem?

    Does Your Solution Fit Their Problem?

    Now that you have built rapport, asked questions, and established your prospect’s need for your product or service it is time to propose a solution before asking for the sale.  This is where many businesses fall down and lose their way – they offer every client the exact same options and solutions.  This often comes […]

  • What Does Your Prospect REALLY Need – and What Do They WANT?

    What Does Your Prospect REALLY Need – and What Do They WANT?

    Most people know what they want, but they are not necessarily so anxious for what they really need.  Your job is to discover what they need, and make them want it. Is this evil manipulation?  I would say, “No. Not if what they need helps them achieve their real goals. “ I’ve  written about the […]

  • Win-Win Sales Secrets

    Win-Win Sales Secrets

    The secret of effective sales lies, like so much else, in your unconscious mind.  We have a deeply engrained response to selling and salesmen that we take along with us whenever we go out to sell to others.  If you haven’t won the battle in your mind, then you’ll have serious difficulty actually making a […]