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Competitive Markets Call for Greater Sales Skills

In today’s competitive market, service businesses in Australia face new challenges in differentiating themselves while consistently exceeding customer expectations. We are faced with a global market, so customers have more choice than ever before, and the economic uncertainty makes prospects more likely to hesitate before committing to a purchase.

There are plenty of opportunities around in every industry, but you need to develop new sales skills and mindset to make the most of them because the old mindsets around sales won’t serve you any longer. Whether you have the “if I push hard enough they’ll buy eventually,” or the more recent “if they need my service they’ll find me again,” mindset you’ll struggle to find qualified prospects and make consistent, profitable sales without a resilience mindset and appropriate systems to facilitate meaningful conversations and follow-up.

Delivering personalised customer experiences – at every point of contact including after the deal is done; improving lead conversion rates, effective objection handling, building trust, and enhancing team collaboration are vital aspects for achieving remarkable growth in this economy.

If you are a growth-oriented business owner in this industry, striving to stand out from the crowd and multiply your results, you need a personalised and collaborative sales training program that is designed to help you develop a resilient sales mindset like the ones that Life Puzzle offers. In this blog, we will explore the key reasons why talking to Life Puzzle about training options can be a game-changer for your business.

Deeper Customer Connections & Personalized Experiences:

In today’s customer-centric era, developing deeper connections and delivering personalized experiences is essential to long-term success. You can’t just think about the first sale. Your strategy needs to include future sales as well. Life Puzzle provides specialised training programs that empower your team to connect with customers on a deeper level, understand their pain points, and offer tailored solutions. By honing their communication skills, your team will learn to build trust and engage in meaningful conversations that go beyond transactional interactions. Implementing our strategies will enable you to create loyal, satisfied customers who will advocate for your business.

We also offer multi-faceted Leadership Training that takes the whole aspect of building connections beyond the sales team into every customer-facing interaction with receptionists, help-desks, and service and delivery staff.

Improved Lead Qualification & Conversion Rates:

Converting leads into customers is the ultimate goal for any business. However, it can be challenging to identify high-quality leads and effectively convert them. Life Puzzle’s sales training equips your team with practical insights, effective questions, and actionable steps to improve lead qualification and conversion rates. Our experienced trainers will share proven techniques to identify ideal prospects, ask the right questions, and understand their needs. By focusing on lead quality rather than quantity, your team will experience a significant boost in sales productivity and revenue growth.

We also offer a dashboard that helps you keep an eye on your sales pipeline, renewal rates, and customer qualifications.

Effective Objection Handling & Negotiation:

Objections and negotiations are inevitable in the sales process. However, many businesses struggle to handle objections effectively or negotiate favourable deals. Life Puzzle’s training offers comprehensive objection handling and negotiation strategies that empower your team to confidently address objections, overcome objections, and close deals without stress. In fact, we can even help you set up the sales process so that objections are rarely heard. Our trainers will teach your team how to reframe objections as opportunities, uncover the underlying concerns, and provide compelling solutions.

With improved objection handling and negotiation skills, your team will consistently win over prospects and secure more deals.

Enhanced Team Collaboration & Communication:

Team collaboration and communication play a vital role in achieving sales success. However, miscommunication, lack of coordination, and inefficient processes can hinder progress. Life Puzzle understands the unique challenges faced by service businesses, and our training programs are designed to address those challenges. We foster a collaborative environment where your team can learn from each other, share best practices, and build stronger interpersonal relationships. Through workshops, role-playing exercises, and ongoing feedback, your team will develop a unified and motivated sales force that drives exceptional results. 

Building Trust & Customer Advocacy:

Building trust is a crucial element of successful sales. Customers are more likely to choose businesses they trust and are willing to recommend to others. Life Puzzle’s training programs emphasise building trust with potential and existing customers. We teach your team how to establish credibility, maintain transparency, and consistently deliver remarkable service. By prioritizing trust-building strategies, your business will gain loyal customers who become brand advocates, generating repeat business and referrals.

Your Mindset Matters: Sales is More Than Activity

Developing a resilient sales mindset is the key to thriving in this competitive market. Life Puzzle’s personalised and collaborative sales training programs provide growth-oriented service businesses in Australia with the tools, strategies, and techniques needed to not only accelerate sales growth, exceed customer expectations, and build a passionate and well-trained sales team, but also to empower people to become more influential and persuasive in every area of life. When you partner with Life Puzzle, in addition to developing a replicable sales system that multiplies your results, you’ll also transform your team into confident sales professionals who maintain fulfilling relationships in both their personal and professional life. 

You’ll also deliver personalised customer experiences that set you apart from your competitors. Don’t miss out on the opportunity to revolutionise your sales strategies – contact Life Puzzle today to discover how we can help your business achieve remarkable growth.

Talk to us Today

To learn more about our tailored
Sales, Leadership & Training Programs
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What’s Unique About Sales Training in Australia?

Every country has its own unique culture, and Australia is no different in this. Popular sales training tools and techniques from the US and Europe don’t always work here – which is why Life Puzzle’s sales training focuses on developing people rather than teaching techniques.

Actually, the landscape of sales in Australia presents unique opportunities as well as challenges which means that when you understand the mindset and values of the companies you work with and the people within them you can deliver extraordinary results.

Let’s delve into why tailored sales training matters and how understanding the local market can set you on the path to success.

The Importance of Tailored Sales Training that Focuses on Personal Skills

In the vast and competitive field of sales, one size does not fit all—especially when it comes to sales. Natural sales people possess a keen instinct for what’s really going on inside the head of a prospective customer and the ability to ask questions that draw that out. However, these incredibly valuable natural skills can be learned by anyone who has the motivation and interest in doing so…

IF they have access to skilled trainers and the opportunity to

  • Practice,
  • Get feedback, and
  • Reflect on their experience.
  • Customised training programs that work with your team’s specific needs and develop their soft sales skills can not only transform their sales performance, but also impact team dynamics and leadership skills leading to greater likelihood of a long and successful partnership..

Core Components of Effective Sales Training

A well-rounded sales training program is the backbone of a successful sales team. So, what makes a training program effective and how transferable are those skills?

Here, are the essential components…

Product Knowledge Mastery

True mastery of the product or service you offer is non-negotiable. Your team must have in-depth knowledge of the problems you solve – and the ability to identify problems that your product or service can’t solve. That way they’ll confidently handle any customer queries and they’ll also know when to tell prospects that they should look elsewhere…

Developing Communication Skills

The art of persuasion and influence lies in communication. Training your team to communicate effectively can not only increase the rate of closed deals, it can also build trust. The prospect who feels that they were heard and understood is far more likely to buy – and to buy again.

Harnessing the Power of Digital Tools

In the digital age, understanding and using digital tools effectively can give your team a competitive edge. Life Puzzle’s customers have access to our customised sales system dashboards that make tracking progress and communicating with prospects and customers easy. This helps your team members to hit their objectives and provides clarity.

Strategies for Team Sales Support

“A cord of three strands is not easily broken.”

We take this principle seriously at Life Puzzle and concentrate on multi-strand operations that promote autonomy and performance. Just as our Leadership Program accelerates organisational culture building and performance, the same principles applied to our sales training significantly boost your team’s sales performance and boost integrity and authenticity.

Role-playing and Real-life Scenarios

Practice makes perfect and we use it to strengthen the myelin connections in every team member to develop their instinctive responses and hone their intuition. Like every other form of influence and persuasion, improving sales performance has as much to do with the rapid ability to assess the verbal and non-verbal communications you are receiving and respond appropriately. Role-playing and scenario-based training can prepare your team for real-life situations, helping them develop quick thinking and effective response strategies.

Tracking and Analysing Performance

Data-driven insights are invaluable. In addition to tracking and analysing your team’s performance to identify areas for improvement and celebrate successes, it’s important to help each member of the team be aware of their own metrics and conscious of how they can improve.

Of course, it’s not just the sales team that needs to understand these metrics – business owners need to understand the relationship between sales, profits, and other areas of the business.

Building and Sustaining Client Relationships

Long-term success is built on strong client relationships. An important part of sales training is learning the art of nurturing client relationships to ensure sustained business growth as they stay with you and refer others to you. That’s an important reason why we believe that sales activity cannot be separated from the delivery and client experience aspects of business.

Innovation in Sales Techniques

Your sales strategy needs to evolve with the world around you. Stay ahead by embracing innovation and encouraging your team to think outside the box in all areas of your sales process. In the post-Covid world, you’ll find that clients are responding to the personal human touch, and one of the challenges for growing businesses is to find ways to maintain that human touch and use automation behind the scenes to ensure that you take every opportunity to follow up with authenticity.

Integrating Local Cultural Nuances in Sales

Pretending that all Australian businesses share a uniform set of cultural preferences is foolish. They don’t. But they do share certain characteristics that some imported sales techniques overlook. To be honest, at Life Puzzle, we don’t teach scripts and templates – we develop people who can sell – who can communicate – and who can observe, learn, and adapt to individual situations.

We have streamlined the process for learning these tools and we hear from clients how our programs affect so much more than mere sales results, but if you’re looking for a cookie cutter 1, 2, 3, approach then we’re probably not for you because our focus is on developing people’s skills and helping them grow.

Upgrading Your Sales, Australian Style

In the ever-evolving world of sales, staying informed and adaptable is key and the best way to do this is to bolster the skills underlying your communication. Life Puzzle’s Australian-based sales training for business owners and teams is not just about learning techniques; it’s about embracing a continuous whole-person-focused learning mindset.

What we’ve discovered is that the businesses who develop the soft-skills of all their team members are the ones who have least difficulty recruiting new team members and retaining existing ones – both of which characteristics are key factors in your growth.

Equip your team with the right skills, nurture a collaborative environment, and keep innovating to stay ahead in the competitive Australian market.

Talk to us Today

To learn more about our tailored
Sales, Leadership & Training Programs
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“The ability to deal with people is as important as being able to read, write, and count.”

~ John D. Rockefeller

If you own a business – or if you are a professional and want your career to progress – the ability to communicate effectively and persuasively is a necessary skill. At Life Puzzle, when we say that Sales is the #1 Life Skill we’re not talking about bullying people into saying “Yes” to products, services, expenses, and ideas they don’t need to want – we’re talking about helping people discover whether they would actually benefit from your products and whether it would be an investment or an expense.

The truth is this skill will make every facet of your life better because instead of pushing people to do what you want them to do, you’ll be helping them discover for themselves whether or not a course of action will add value. It’s just as helpful to a parent motivating their children to do homework or practice the piano as it is to the manager motivating their team or the employee suggesting improved tools or practices to their boss – and it’s WAY more effective than hoping that ‘quiet quitting’ will get your point across.

The Importance of Soft Skills Training

I’ve lost count of the number of C-suite executives and team managers who tell me that they have people on their team with fantastic technical skills, but whose lack of confidence and ineffective communication skills are holding them back from promotions and (more importantly) hampering their effectiveness. It’s not that they don’t have the knowledge and skills needed to perform the job… It’s that they can’t motivate, support, and lead others towards a goal so their contributions get lost.

Sales is the heartbeat of any company or career at all times and in all places – but especially when the economy is uncertain. Whether you’re an employer looking for top-tier staff or an employee looking for a job that is both challenging and well-supported, your ability to sell yourself and your skills goes far beyond the traditional definition of ‘sales’.

Whether you are the business owner, department head, or an individual keen to make yourself more valuable, investing in soft skills training is the secret sauce to keep growing and  thriving.

Communication Skills are Critical

Soft skills training – especially the art of reading people’s minds through active listening and appropriate conversation – is an essential skill for future managers and talent in service businesses. Soft skills are like the secret spices in your grandma’s famous recipe – they make everything taste better! These skills include communication, emotional intelligence, adaptability, teamwork, decision-making, and leadership – all the stuff that makes you a likable human being. These skills aren’t just good for making friends; they’re critical for building rock-solid customer relationships, crafting memorable customer experiences, closing sales, and developing trust and authority with your internal team.

Sometimes it seems like there’s not enough time to do this during meetings… colleagues, clients, and prospects are busy and so you respect their time and just stick with transactional communications. This keeps things efficient, but it fails to cement the relational bonds that create loyalty and trust and are just as important in leadership and team roles as in traditional sales roles.

Outstanding communication skills will not only help leaders motivate their teams more effectively and team members connect with each other, it will also help service and sales representatives connect with existing and potential customers and understand their needs so that every interaction strengthens your connection.

You Were Created to Communicate… Instantly

I’ve already mentioned the time issue. We’re all too busy to communicate so we fall into  transactional mode.
But… What if you could cut to the heart of communication faster?
What if everyone could feel heard and cared for without hours of chatter?
What if you had an open environment where concerns and ideas were listened to, advice given, needs assessed, and new options were created faster?
Wouldn’t that change the atmosphere, enthusiasm, and energy in your workplace?
You know it would.
At Life Puzzle, we’ve spent more than 20 years working out ways to implement all that we know about authentic sales, Neuro-Linguistic Programming (NLP), emotional intelligence, and motivation so that you and your team can get results faster and with less effort.

Our coaching programs not only help you move past those pesky limiting beliefs and thought patterns that could be holding you back from greatness. They also help you build rapport almost instantly with colleagues, customers, and prospects; forge unbreakable relationships, and create positive experiences that customers crave.

How Soft Skill Training Changes Your Outcomes

Business is about results and outcomes. I don’t know any successful business that focuses on processes and doesn’t care about results… That conviction has shaped our approach to training – both for leadership and sales.

We’ve seen that a high performing sales team with ineffective business leadership is often a flash in the pan. They might get first time customers, but they don’t get renewals – because the trust and overall consistency isn’t there.

Just about everyone knows that people return from trainings excited and motivated, determined to change… But a couple of weeks later they’ve lost their edge and are back to business as usual, their enthusiasm chilled by the status quo. It gives training a bad name.

We set out to change that perception with our multi-level transformational programs that are most effective when applied over a whole organisation or department. Like our personal development programs for individuals our organisational training programs don’t just teach the theory, they turn theory into practical experience and positive feedback, and practical exercises into habits that will supercharge your ability to see, hear, feel, and process what others are telling you (both verbally and non-verbally) at record speed and respond appropriately and affirmingly, in ways that lead to the outcomes you want.

Chandell offers an array of programs like Ready Set Sell, Confident Conversion, and more. These programs help leaders sharpen their communication skills, boost emotional intelligence, and motivate others.

These programs can also be customized to suit your organisation’s specific needs and accelerate your progress toward your goals. If you’d like to learn more about what we can do for you, fill out the form below to schedule an appointment.

Head to https://3sales.me/programs for more and you can learn more about out programs HERE.

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Part 1 of this series can be found HERE: Unleash Your Communication Superhero and Boost Your Sales Naturally

“I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.”
~ Maya Angelou

“Every effective sales person knows that a script will only take you so far. Every parent or boss knows that you can’t argue people into commitment. Every leader knows the power of conviction and authenticity.”
~ Chandell Labbozzetta

More than Words - The Secret of Convincing Others Every Time You Speak

Mindset has become the new sales buzz word for a reason: we now have the tools to measure the impact a person’s emotional state has on those around them and we can see what happens  to participants when you walk into a sales meeting believing that you won’t make the sale.

In 2008, Alex Pentland published a book Honest Signals: How They Shape Our World based on his studies in non-verbal communications at MIT. While there have been other books on similar topics, this is the first publication to rely on brain technology and other tools to objectively measure these signals. He and his team measured the effect of that mysterious quality known as ‘charisma’ – a synthesis of mindset and comportment and discovered that they were able to make direct correlations between the depth and quality of the non-verbal signals people unconsciously emit and their results in:

  • Closing sales
  • Attracting grants and other funding
  • Getting buy-in for plans and ideas from colleagues, connections, and crowds.

There are two incredibly exciting implications of this research that apply to anyone who thinks of themselves as a leader (for whom sales is the #1 skill) or a sales professional:

  1. Every human being who chooses to do so can learn to amplify and project the kind of positive energy (charisma) that creates sales; and
  2. AI cannot project emotion in ways that humans connect with – even if they mimic emotional intonations and use the right words.

Emotional Quotient - Charisma - Mindset… The Secret of Creating Powerful Personal Connection

I’m not a big fan of buzzwords. They carry too many loaded (and often inaccurate) connotations although they can also provide a useful shorthand for complex ideas. However, the first two of these words (Emotional Quotient – Charisma) are usually used as a statement of a fixed attribute: you either have them or you don’t. This means that they are used to assess candidates for leadership or sales as a threshold, rather than as a skill that can be learned and expanded.

That’s like saying, “I’m bad at maths so I’ll never learn to count.” Or “I’m not built to run a marathon.” I bet that even Mozart struggled to play a tune the first time he sat down at the piano.

In my book, Confident Closing: Sales secrets that grew a business by 400% in six months and how they can work for you! I tell the story about the sales team I was assigned to transform and how a diverse group of ‘sales failures’ learned to create powerful personal connections and deliver sensational results. What I don’t mention in the book is that the exercise wasn’t actually a last-ditch effort to salvage a failing team… it was a calculated plan to lay off those team members as non-performers and to return the business to the 1980’s style pressure sales techniques preferred by the Head of Sales. I knew before I took the role that these talented people struggled to connect, but I believed that I could solve their problem – and I proved my point.

Recognising Bad Vibes - Learn How to Use Humour, Assertiveness and Empathy to Direct Difficult Conversations

You can’t always predict when a conversation that should have been straightforward will become unexpectedly tense and difficult – and even when you know a conversation will be challenging you can’t accurately discern all the twists it may take in advance. That’s why you need to develop your ability to read the body language, energetic field, and tone changes of your companions as well as their words.

If you are following a script – or AI prompts, – you may avoid the awkward silence that comes when your offer is rejected or deflected and you don’t know what to say next, but you will also lose the opportunity to discover what is really happening in your prospect’s life. Not only will that leave people feeling neutral or negative towards you, but it also eliminates the ability to scope out opportunities and initiate future conversations. There is no denying that AI is powerful and that it has many valid applications – BUT the best way to future-proof your life and career is to focus on creativity, emotion, and the skills that make humans human.

The Power of Attention in a Distracted World - Whether You are Selling Ideas, Leadership, or Products & Services Human Response Can Save the Day

The day may come when machines take over the earth and nothing human has any further value, but that is still a long way off. For the foreseeable future, there is no substitute for skilled human connection. The problem is that the fascination and safety of our electronic devices and communications has done a great deal of damage to our ability to read and respond to other people. While the sales and communication skills we teach at Life Puzzle are based on Neuro-Linguistic Programming (NLP), we are not merely teaching a system or a set of scripts. We equip our clients with the ability to amplify their human skills and to accurately observe and respond to prospects in ways that build trust, liking, and confidence based on authentic communication.

If you’d like to learn more about amplifying your human superpowers and becoming an expert in active listening skills, join our email list and get semi-weekly emails with communication skills as well as regular updates on upcoming courses and events so you can become a communication superhero.

*Remember to check out Part 1 of this series HERE: Unleash Your Communication Superhero and Boost Your Sales Naturally

People Holds In Hand A Jigsaw Puzzle. Business Solutions, Succes

“There is enough pain and difficulty in most people’s lives. When you offer them a pleasurable escape and then deliver what you promised you will have a customer for life… The second part of that statement is what builds your reputation and relationship.”
~ Chandell Labbozzetta

Are you ready to take your business and relationships to new heights?

If so, then you need to hone your communication and relationship-building skills so that you can have more effective conversations and make lasting connections. STOP making excuses about your ability to communicate, be memorable, and make sales. Everyone can learn these powerful communication skills that will not only make you more influential but will also enrich every area of your life.

WARNING: Don’t Promise What You Can’t Deliver!

Sales and salespeople have a lousy reputation.
What negative images and impressions do you have around sales?
What adjectives do you mentally associate with sales?

Common examples include: used car sales people, real estate agents, MLM recruiters. Common adjectives include: sleazy, pushy, lying, deceptive…

As a sales trainer and the founder of Life Puzzle, a sales and personal development company, I often hear these negative stereotypes offered as reasons why people don’t want to participate in sales training. “I want to be authentic and genuine,” people will say – or… “I don’t want to force people into a decision.”

I agree wholeheartedly.

IF… you don’t believe that your product or service can:

  • Deliver what you promise,
  • Solve the problem that is keeping your prospect in pain, and
  • Offer a valuable return on their investment,

THEN… Find something that does. Don’t promise what you can’t deliver. Ever!

So… Now that I’ve delivered that warning, let’s talk about the key to effective sales and persuasion (which is the bigger context of sales) => Communication Skills

Discover Your Superpower - Identify Your Communication Strengths and Weaknesses

Good teachers start with an inventory of their students’ individual strengths and weaknesses even if they’re teaching a class. It doesn’t matter what skill you are talking about, this is a fundamental tool for helping your students make observable progress and it applies to communication skills as much as to anything else.

One of the things I look for in any trainers that I add to my team is an ongoing learning habit because that makes them better teachers. You see, habitual learners find creative ways to identify their own strengths and weaknesses and that enables them to identify them in others and give specific targeted feedback and analysis. This is especially important in communication because – for most people – their problem isn’t “communication” as a whole, it is specific parts of the communication process that they find challenging – for some it’s attention or focus; for others it might be body language or eye-contact skills; for others, it’s the words they choose.

Once you understand your own specific strengths and weaknesses in communication, you can take steps to enhance your strengths and overcome your weaknesses – and for most people that takes personal attention which is why people struggle to progress when they just buy a book or a course that doesn’t provide personalised feedback.

Put on Your Cape and Mask - Become an Expert in Body Language and Active Listening Skills

Just 7% of communication consists of the words used. The rest of your communication is non-verbal. That doesn’t make your choice of words UNimportant – but it doesn’t mean that you have more to work on than just your words if you want to enhance your communication skills.

I remember one student who couldn’t work out why people felt uncomfortable talking to him. Within minutes we identified the problem: he was making too much eye-contact and invariably people he talked to would break off the conversation as quickly as possible because it looked like he was trying to stare them out or hypnotise them. He had heard about making eye-contact and over-developed the habit. He didn’t break it at once, especially if he was interested and engaged in conversation, but as he became better at reading body language and active listening he was more attuned to his conversation partner and learned to read the signals.

Today, he uses eye contact appropriately to communicate focused attention, but he’s quick to perceive if others are feeling threatened and to adjust his technique appropriately.

Fundamentals of Communication SuperPowers

In Part 2, we’ll look at the communication strategies required to tackle difficult conversations, handle conflict, manage collaboration, and build strong durable relationships with colleagues and customers, but it all starts with a growing understanding of your communication strengths and weaknesses and your ability to read other people’s responses.

If sales is the #1 life skill, then confident and congruent communication is the heart of any successful sale – especially if it’s complex and your prospects might be confused about their options and alternatives.

One of the most frequent comments we get at Life Puzzle when we speak or conduct trainings is from people who think they are sales-allergic. We’ll hear things like, “I have never attended a course that had so many applications to my life outside work.” Especially during multi-day trainings we’ll hear accounts of the wonderful conversation they had with their spouse and how they resolved a long-standing dilemma (as well as the surprise sale they closed)… But my favourite story was the woman who arrived for Day 2 of her workplace training absolutely beaming: after five years of marriage, she had used her newfound skills to totally disarm her mother-in-law and get her to cook a delicious dinner rather than complaining about her daughter-in-law’s food.

Join our email list and get semi-weekly emails with communication skills as well as regular updates on upcoming courses and events so you can become a communication superhero.

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“Quality is never an accident. It is always the result of intelligent effort.”

~ John Ruskin

The Quality of Your Sales Training Affects Your Bottom Line

I was talking to a regional sales manager a few weeks ago about our sales training program and he told me the following story…

Like most growing companies, we invest in our sales teams consistently because we know that when our sales representatives are encouraged and successful our whole company flourishes. Last year we hired a well-known sales training company to deliver a 12-month program for us. It was an expensive contract, but we anticipated at least a 3X gain. Three months into the contract we noticed that our sales numbers had slumped and morale was slipping. Things got worse from there! It turned out that this well-known sales training company was doing 5 things that nearly destroyed the sales team in a very short space of time.

Sales Training Killer #1: An Ineffective System (or No System At All)

A sales system doesn’t have to complex, but you do need a system and it must be effective. Your sales system has three main purposes:

  1. Guide activity and ensure that sales representatives focus on the key products and prospects;
  2. Easy to use so that your people don’t resist the system and follow their own ways instead;
  3. Show real time results so that sales representatives can see what is working (or not working) and get feedback and guidance to change outcomes.

You might think that this is a no-brainer and that every sales training program would teach an appropriate, workable system, but that’s (unfortunately) not true.

Sales Training Killer #2: No Feedback Loop or Negative Feedback Loop

Again, this should be a no-brainer: every coach gives a steady stream of targeted feedback designed to improve performance and acknowledge positive efforts and results and effective sales trainers use the same methods. Sadly, this is uncommon and so people leave training sessions without any clear indication of whether they are implementing their new skills properly or not.

Sometimes, you’ll hear people say, “that doesn’t work” when what they really mean is, “I never learned that right and discovered years later that I’d completely misunderstood the concept or tool.”

Sales Training Killer #3: Boring Basics

The fundamentals of sales are exactly that… Fundamental skills that enhance your results. A great sales training program helps every participant to go deeper into those fundamentals and should give individuals a sense of momentum. After all, every day, every sales encounter (whether it’s successful or not) is a chance to learn and grow.

Michael Jordan practiced free throws every single day, long after he could score a shot while looking in a completely different direction. He used to say that he was still learning more about himself ands body every day. Successful sales training demands the same level of focused awareness as you tune into what is happening in your mental, physical, and emotional state rather than mechanically going through the motions.

Sales Training Killer #4: Focusing on Irrelevant Details

Details matter in sales… Until they don’t. Some sales training programs will zoom in on situational details that may or may not be relevant rather than focusing on the principles that drive your thinking in different situations.

Contrary to popular belief there is no single presentation style or script that will work for every person. As a sales trainer, especially when delivering an in-house program, poor programs focus on irrelevant specifics which leave sales personnel insecure and poorly equipped to handle a change in the product, a new objection, or merely a client with a different personality.

Sales Training Killer #5: Assume the Sale

You must go into every sales encounter with curiosity about your prospect and a genuine desire to determine whether your product is a good fit in terms of outcomes and budget. Yes, you need a positive attitude, but you also need to be ready to acknowledge that you might not have the best solution for them.

When you always assume the sale, discovering that your product/service does not fit their needs feels like a failure and that is discouraging. Effective sales training inculcates a positive curiosity and openness that generally leaves both sides feeling positive even if no sale occurs.

Marks of Successful Sales Training Programs

Identify sales trainers who focus on creative sales training techniques and train the principles of self-awareness, authentic communication, and open curiosity as well as proven systems that are easy to use and appropriately designed.

Expect an effective custom-designed training program to be designed around a 12-month series of modules so there is time to build skills and understanding. I’ve seen three-month accelerator programs deliver great results and then the company says we’ve got what we wanted so we won’t sign up for the next phase – this is a false economy. Every time that has happened results have stalled.

So all I can say is…

REMEMBER: sales are the lifeblood of your company. Don’t skimp on your training but keep your sales force sharp.

“Actions speak louder than words!

As a sales person, your best metric of success is sales, not praise.”

~ Chandell Labbozzetta

Trying to convince someone to buy your product or service is more than just about putting in the basics of persuasion. Persuasion encompasses a variety of communication and trust-building skills to bring people around to your way of thinking. Learning how to convince people in sales starts with, on a very simple level, building a relationship with that person. Starting a relationship with somebody who doesn’t believe they need your product or service is tough, and this is where some of the following tactics and techniques can ensure that you build that relationship.

How Do You Persuade in Sales?

Give People a Reason to Listen

One of the most important things any potential customer will be thinking when you approach them is whether they should give you the time of day or not. Giving them a reason why they should give you their hard-earned time is the first step because if you do not provide clarity on how your message connects with your potential customer, you will never get to tell them why they should invest those few seconds. 

Show Them Why They Can Trust You

You’ve got to show them that you care about their needs first, and when you get their attention, showing them you care involves understanding them. In the sales process, you have to first listen and show the commonalities based on their pain points and how you can take them in the right direction. Once you show them you care, you’ve got to highlight your credibility and how you are an expert, because this will give your customers a reason to trust you.

Practice NLP Techniques

Using Neuro-Linguistic Programming (NLP) techniques can be very helpful when trying to persuade people in sales. These techniques involve using verbal language and body language to influence the way someone perceives an offer or product. NLP can be used to increase the credibility of your message, as well as build rapport with a potential customer.

How Do You Talk in Sales?

When it comes to delivering a sales pitch, you need to get to grips with the matter of how you talk. If you’ve obtained their trust, now is when you have to focus on the process of the things you say and how you say them. When it comes to how you talk and deliver your amazing sales pitch, you must consider the following:

Do Not Just Think About the Words

You need to communicate enthusiasm and confidence, and this is down to how you present yourself. According to the 7-38-55 Rule, 7% of all communication is done through the words you speak, but the remainder comes from your body language and your facial expressions. This is why you must pay particular attention to how you say something. You should imagine that you are communicating with someone that doesn’t understand what you are saying, because this will give you an insight into those times when just your tone of voice and visual cues can stimulate a working relationship. Open and honest body language and tone of voice will make people want to listen. 

Consider Your Mindset

One shortcut to appearing enthusiastic is to be enthusiastic. You may have seen sales reps or public speakers get into the zone by practising talking, standing up, or getting into a certain frame of mind. When they do this, it goes straight to the core of who they are, to the point where they are not playing a role but are instead embodying a certain behaviour. You need to put yourself in that emotional state before delivering your pitch. Some people do this by exercising, and others practice visualisation, but the reality is that you should do what works for you. 

Prepare for Objections

Rather than following the natural ebb and flow of a conversation, you need to rehearse every possible permutation, including any form of objection. Selling to somebody is about providing helpful solutions to their problems, but if this individual prospect is putting up barriers throughout every part of the conversation, you need to prepare for the most common objections. These can include:

  • Avoiding eye contact. 
  • Defensive body language. 
  • Cutting you off mid-sentence. 

When you identify the most common objections and prepare solutions to them, you must rehearse them to the point that they become second nature.

How Do You Sound Convincing in Sales?

The notion of being convincing in sales is not about an “us versus them” approach. Rather than thinking that you need to go into battle, some of the most important psychological tricks include the following:

Mirroring the Tonality of the Prospects

When cold calling potential customers, mirroring is an excellent technique to overcome barriers, where you mimic the customer behaviour by adopting their body language, speech patterns, and attitude. It is something that humans do to connect with each subconsciously. If you become in tune with your language, pattern of speaking, and tone of voice, mirroring your prospects will help build rapport more quicker. 

Use Specific Terms

We have talked about how you say things, but it’s also important that you understand the impact of specific words. There are commonly used words that are red flags in a sales pitch. For example, “should” and “would” point people towards “yes” and “no” answers. When you ask questions, you should start with who, what, where, when, why, or how, as this will open the conversation. 

Avoid Complicated Language

You may attempt to stimulate the fear of missing out on your potential customer, which may persuade them to buy your product or service in fear of losing out on an opportunity. However, it can make the salesperson feel like they need to mythologise the product more and start using unnecessarily complicated terms. You should know your product inside and out, and while you may feel the temptation to describe a variety of technical features, this can make things too complex, resulting in a subconscious barrier. Keep the language simple to the point where you could explain it to a 5-year-old. 

Be Genuine

Rather than thinking about the sales, if you convince yourself that you want to help the other person rather than yourself, this builds trust and stops you from being pushy, resulting in a greater sense of rapport, and will very likely result in more receptive follow-up calls.

Consider Sales Training, Courses, or Programs.

Sales training can provide you with additional techniques to help you learn how to convince people to buy in sales. The goal of these programs is to train or certify individuals on the basics of selling and persuading. 

When it comes to the sales process, many people are of the opinion that to entice future prospects, you must be full of bluff and bluster. The reality is that even if you don’t think you are selling, you are still selling something, which is why these tactics can help provide a comprehensive framework, resulting in an amazing sales pitch that helps you build that all-important notion of customer trust with new or current customers.

Group Of People At Nlp Training

“When it comes to making sales… The simple truth is that we do business with people we like. That’s why relationship building in sales is so important.”
~ Chandell Labbozzetta

When you’re trying to build your business and make sales, it can be difficult to come across as genuine and friendly. You don’t want to seem fake; you just want people to see the value in what you sell. That’s why I believe it’s important to work from the inside out and build relationships rather than rely on tricks and techniques. Your prospects have a BS antenna, just like you do. Luckily, there are plenty of Neuro-Linguistic Programming (NLP) and communication tools to make building relationships in sales an integral part of your personality instead of a conscious facade. Read on for six simple ways you can work on building relationships to make more sales by being more self-assured and authentic.

Be a Confident Sales Person

Many people find it difficult to be confident salespeople or they don’t know how to convey confidence in themselves and their sales abilities to others. They can come across as over-assertive or pushy and that is never a good look.

The challenge is to communicate genuine confidence, not the fake kind. You can boost your confidence by thinking positively, doing a little exercise, and practicing to make yourself feel better.

The problem is that positive thinking takes will-power, and sometimes we’d rather just drift along. That’s where a specific NLP technique can get you back on track and keep you from getting down when things aren’t going your way, and it also helps you stay enthusiastic when things are going well. Even if you don’t understand NLP, here’s a habit that anyone can develop:

  • Write down three things you are good at as a sales person – (your notes app on your phone is a great place to do this)
  • Also write down three things you are not so good at.

Every time negative thoughts start to pop into your head, add to both these lists by writing down another three things you are good at and three things you are not so good at.

Over time, you’ll collect a robust list in both of these areas. That way, instead of worrying about the things you cannot control, you’ll be focused on the things you can control. Here are a few more tips that can help boost your sales: 

Speak from Your Core Values

If you want to make meaningful connections with people, you have to speak from your core values. When you do this, people feel a stronger connection with you, are more likely to value your products and services, and want to get to know you.

A great way to boost the number of people who understand and appreciate your core values, is to start by telling your story in a more personal way. This doesn’t mean that you spend hours talking about yourself, though – that will just make people think that you are self-absorbed. Instead, find a simple way to connect your story to your core values using metaphors and analogies.

Your team members should also speak about their core values – and hopefully they share your esteem for the business you all work in. It’s ok to acknowledge that your product or service doesn’t suit everyone – in fact, that’s a great way to frame your questions and dig deeply for information about the person you are talking to. If you ask the right questions, just about everyone (except for undercover ASIO agents) likes talking about themselves.

Show Yourself and Your Team in Real Life

One of the best ways to convey your core values and build relationships in sales is through non-business-life examples.

We all know that people have a life outside their work, and when you can communicate that you often find unexpected links and connections with your prospects. I’m a keen golfer and as long as I don’t talk about it too much with people who have no interest in golf, it’s a great way of developing a relationship with people who share my interest.

It’s the same for your team members. Encourage them to engage with prospects appropriately and build rapport via non-business interests in pets, hobbies, etc. You should always remember that everyone has a human side no matter what their role in the company.

Stay Flexible and Adaptable

One of the core principles of Neuro-Linguistic Programming (NLP) is that “The person with the most flexibility controls the conversation.” In sales, it’s your responsibility to make adjustments to the conversation and offer so that you highlight the factor that whoever you’re speaking to is most concerned about.

It’s important that you don’t let these adjustments lead to you losing control of the sale and letting your prospect dictate the terms of the sales and delivery. If you aren’t getting the results you want, you and your team should gather information and discuss it carefully. Businesses need to adapt to market conditions, competitors, and prospects’ needs and you should be prepared for this kind of adjustment.

This is also true when you’re having a conversation. Just because you’d planned to spend more time discussing a particular benefit of your product, if you realise that your prospect has not interest, then move on and find the point of pain where they are really interested. If the point you wanted to make was critical to their buying decision, you can circle back to it later using a lateral chunk.

Help People Feel Good About Themselves

If you want to build lasting relationships in sales with prospects and clients so that you keep doors open for further deals, then you’ll need to make a concerted effort to boost the amount of time you spend helping others get what they want. Zig Ziglar used to say, “You can get anything you want in life if you spend enough time helping others get what they want.”

That is an important principle to keep in mind. Figure out what your prospect wants and find a way to position your product or service so that it helps them achieve that. It doesn’t have to take a lot of time, but it will not only help others, but it also helps you feel good about yourself.

NLP Can Help You Build Better Relationships in Sales

There’s probably a reason why NLP didn’t become a formal discipline until the 1950s. It’s most likely connected to the fact that up until the early twentieth century people lived a lot closer to each other and were far less mobile.

That meant that you already knew most of the things you had in common with the people you did business with, and you didn’t need to work so hard to build trust. The chances are that others already knew you from school, family, and church settings, and that you had had plenty of opportunities to develop your communication and conversation skills over time.

It’s different now, which is why people who want to excel try to enhance their understanding of how people think, act, and react… And why NLP tools and techniques are important to help us build relationships in sales.

At Life Puzzle, we are proud to offer the best NLP courses in Australia. Our courses are guaranteed to improve your or your team’s sales skills as we offer a mix of both theoretical and practical NLP sales training. Our NLP courses are designed to provide you with all the tools and techniques you need to be a successful salesperson.

We cover everything from understanding the psychology behind why people buy, to learning how to build rapport and connect with people in a practical way. Our NLP courses are suitable for both beginners and experienced salespeople as we offer a range of courses that cater to all levels. If you are looking for NLP training in Australia, then contact us today to find out more about our NLP courses. 

Conference Photo Audience And Speaker Giving Speech. Seminar Pre

“What differentiates effective sellers from wannabes today is their ability to listen to others, think laterally, and bring fresh ideas and angles to the problems their prospects are facing.”

~ Chandell Labbozzetta

When you think of the concept of Neuro-Linguistic Programming (NLP) sales training, its very title tells you that it’s about the relationship between our brain and our language. It’s actually a twentieth century formalisation of the communication and persuasion tools that leaders and change-makers have used and documented for millennia – tools that were embedded into the education systems of Egypt, China, Greece, and Rome. That systemisation makes the concepts easier to grasp and implement.

Given this background, it is not surprising that NLP is one of the favoured tools of sales trainers all over the world – and that influencers and salespeople use its techniques even when they don’t name them as such but, here are some surprising benefits of NLP training our clients have experienced…

Benefit #1: NLP Sales Training Increases Confidence in All Areas

Professor Dumbledore told Harry that “magic leaves clues” – and so does confidence.

The clues to confidence include a measurable improvement in success in whatever venture you’re engaged in – especially in sales results. This confidence that NLP sales training generates acts like a rolling stone: the more genuine confidence you project, the more sales you close.

Benefit #2: NLP Sales Training Improves Resilience

How do you respond to – 

  • Negative feedback?
  • Bad news of any kind?
  • Failure?
  • Trauma?

Some people quit.

Some people just go through the motions.

Some people are driven to learn from their experience and to work harder and smarter until they succeed.

The difference is your level of resilience that enables you to keep getting back up, applying the lessons you have learned, and refusing to give up because you are committed to the outcome you are aiming for. NLP sales training can help improve your resilience which in turn will make you a more efficient salesperson. 

Benefit #3: NLP Sales Training Enhances Creativity

I will never forget the first time I was introduced to Quantum Linguistics – one of the most powerful tools for both problem-solving and creativity.

I watched my trainer draw out truly unique and powerful solutions to problems that participants had been wrestling with for months, just by asking the right questions appropriately… And I determined to master that skill myself.

I was surprised and disappointed to learn that most NLP trainers don’t use this technique because “it’s too hard to teach” – I’ve never had that problem with my students or clients. The enhanced creativity that NLP sales training can provide is truly priceless. 

Benefit #4: NLP Sales Training Nurtures Relationships

Given that NLP is mostly about communication, observation, and listening, it should come as no surprise that NLP sales training nurtures relationships, but it really does surprise people when they discover after a few training sessions that both their work and personal relationships are growing deeper.

In the same way that confused buyers don’t buy, confused (or confusing) communicators don’t have many close relationships.

Benefit #5: NLP Sales Training Develops Self-Awareness

We improve our results and our relationships largely by working on ourselves.

BUT… In order to change ourselves we first need to acknowledge and define the problem we are trying to solve. The beauty of NLP sales training is that it provides us with tools to do this in a non-threatening way and then enables us to identify current strategies and replace them with more positive ones.

Benefit #6: NLP Sales Training Creates Prosperity

This should come as no surprise after the previous 5 benefits I’ve outlined but I want to spend a few minutes here anyway. Like ‘success’ and ‘happiness’, everyone has their own definition of what prosperity means to them, so everyone’s life can look quite different and they can all call themselves ‘prosperous’.

I happen to think that it’s important to feel that you are prosperous – even if you are regularly shifting the goalposts on your definition of success as you reach one level… and the next… and the next.

Just think about it… If you are

  • Confident
  • Resilient
  • Creative
  • Relatable
  • Self-aware

… Then how can you NOT be prosperous? And NLP sales training helps create prosperity in all of these areas. 

International Executive Team Having Board Meeting Discussing Project Results.

“For every complex problem there is an answer that is clear, simple, and wrong.”

~H.L. Mencken

Businesses Large & Small are Doubling their Investment in Sales Training with NLP Sales Techniques

Businesses getting their team trained in NLP sales techniques is a strategically proactive move designed to ensure that they have the deal flow and cash flow to expand as the economy tightens and new opportunities present. It’s a well-established fact that investment in sales training is one of the biggest drivers of resilience during economic turbulence, which is great news for sales training organisations.

The questions I have for you are:

  • Will you be left behind?
  • Are you getting the sales training you really need?

Many organisations keep offering their sales teams (and these days everyone from receptionists to account executives to implementers are part of your sales team and should be trained) the same tactical sales training over and over again. The reality is that what most people need to heighten their sales skills is sales training that focuses on elevating mindset, communication, and interpersonal skills – the basic scripts and tactics are good starters but the highest performing salespeople are those whose prospects feel that, “My concerns were heard and responded to and I am convinced that this is an excellent decision.”

That makes sales training both easier and harder to design and deliver. It’s simple because your primary goal is to ensure that you focus on taking their mindset, communication, and interpersonal skills to the next level – the principle at the heart of Neuro-Linguistic Programming (NLP). 

It’s hard because while you can make dramatic progress almost instantly and accelerate your sales, it takes time and practice to heighten those skills and make them habitual so you can get dramatic results in a 2-3 day (or even hour) training, but it takes consistent reinforcement for most people to make them stick.

Chandell is a Best-selling Author, Master Sales Trainer and a Master Trainer of Neuro-Linguistic Programming (NLP). Experience has taught her that Sales is the #1 Life Skill and that anyone can master it: without this critical skill, your relationships, opportunities, health, and finances all suffer. Take a look at my NLP sales training courses today. 

The Danger of Echo Chambers in Sales Training

It’s part of human nature to spend most of our time listening to the same people (usually those with whom we agree, sometimes those who make us angry).

BUT… It’s incredibly dangerous to do this in a rapidly changing world!

As the proverb says, “If all you have is a hammer, then every problem is a nail.” This is a particularly effective strategy for a carpenter, but it’s a disaster for a business owner or salesperson because it makes them ignore the reality around them and often means they miss the opportunity that is staring them in the face.

We all have our preferred mentors, experts we follow, and strategies we adhere to… And that’s essential. If we didn’t, then we’d go crazy jumping from one strategy to the next and never give anything a chance to work.

At the same time, it is also important for each of us to make sure we protect ourselves against the dangers inherent in our own echo chamber by exposing ourselves to other opinions and perspectives especially when it comes to sales.

Listen to Different Perspectives to Boost Your Sales

I have certain people and communities that I’m part of who have an enormous influence on my decisions, and I believe listening to these different perspectives is a great way to boost sales. One of the reasons why NLP is such a key tool for sales professionals is its emphasis on training people to set aside their assumptions and hear what is really being said.

In addition, I also schedule time every day to explore and listen to these different perspectives of people in all areas of life and thought – people who challenge my point of view because they force me to clarify and learn from them.

I encourage you to do the same and make a habit of listening to people who hold different points of view.

Stepping Out of Your Sales Echo Chamber

No matter how valuable your existing community is, you should also really listen to people on the ‘other side’ (and have an open mind as you do so) because it will help you clarify your views and expose weaknesses in your existing sales processes. You may think that you have everything sorted out, but there are always ways that you can step up your effectiveness.

As a business owner or sales professional, you need to pursue a definite goal and follow a clear path if you want to accomplish anything, but you also need to recognise that there are other possibilities for achieving the same aim – and some of them may enhance what you are already doing.

I always challenge my students to choose one area in which they hold strong views and listen to the opposite point of view presented by a credible adherent on their own terms.

Let’s be topical here and talk about sales training:

  • There are multiple views on how to conduct a sales call and I’m sure you have one.
  • Find a credible expert who holds an opposing view and listen carefully to their argument and supporting facts.
  • You don’t need to change your own sales process, just acknowledge that the other side does, in fact, have a reasonable argument with which you disagree.
  • You can go one step further and identify why you disagree with the perspective.
  • You can be truly courageous and ask what can I learn or apply from this approach.

Today’s society is more polarised than at any time in recent history. We run the risk of becoming the kind of global society that condemned Galileo because he didn’t bend his thinking. You can spearhead the shift by opening your own ears to other perspectives – or you could start a movement by offering your sales team powerful training that transforms their ability to really hear what people have to say.

The Most Effective Sales Technique is…?

The most effective sales technique is that which makes your salespeople better listeners and communicators and Neuro-Linguistic Programming (NLP) sales techniques are the way to go. There’s no question that merely being exposed to NLP sales techniques improves communication skills.

BUT… Very few NLP sales training courses reinforce those skills and reteach them until they become habitual patterns – and very few individuals have the discipline and commitment to keep studying and practising them on their own. This is one of the distinctive characteristics of Chandell Labbozzetta’s NLP Sales Mastery Academy and one of the reasons why international companies invite her back year after year to train everyone from executives to receptionists.

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