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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.

Team, Group And Staff In A Meeting, Finance And Investments With Support, Project Feedback Or Negotiation. Business People, Collaboration Or Men With Women, Budget Planning Or Review Financial Report

In today’s fast-paced business environment, the ability to effectively motivate a team is more critical than ever, especially for Small and Medium-sized Businesses (SMBs) aiming for rapid growth or transfer of ownership. Many founders see their managers struggle with this aspect of leadership, which not only stalls their growth trajectory, but also makes leadership transition a challenge. We’ve all seen – or experienced – the problems that arise when a visionary and effective founder passes a thriving business on to a new generation of leaders and performance plummets. 

At Life Puzzle, we’ve developed a unique multi-tiered leadership training to address these challenges directly.

Here are the 5 Biggest Problems we see and how they impact motivation and action:

1. Lack of Clear Vision

Founders and business owners can usually articulate their vision clearly – which is why they are successful. Many managers don’t have that same level of clarity so they are unable to articulate a clear, compelling specific purpose for their team. We see this at every level which is why our training doesn’t just focus on ONE level of management – our multi pronged approach recognises that leadership is involved at EVERY level of an organisation, and we use that knowledge to accelerate growth. A study we conducted last year revealed that 70% of employees feel more motivated when they can clearly see how their work aligns with the company’s goals, so we create processes that bake in reminders and constantly refreshes alignment naturally.

2. Inadequate Skills in Recognizing and Utilizing Team Strengths

Every team member has unique strengths and weaknesses, but managers often struggle to recognize and leverage the strengths and account for weaknesses. Through our programs, managers learn to identify individual talents and delegate tasks accordingly, ensuring that everyone is primarily working in their zone of genius.

When anyone is asked to work in an area of weaknesses, managers are aware of this and able to offer appropriate support. This not only boosts productivity but also increases job satisfaction among team members.

3. Poor - or Inadequate - Communication Skills

Communication is the bedrock of motivation. A manager who does not communicate effectively in a timely fashion can expect misunderstandings, reduced morale, and a lack of direction. Communication is a skill that needs to be used and developed consistently – we call it a ‘use it or lose it’ skill. Misunderstandings occur, and pressure situations can interrupt normal communications but it’s very easy for managers to use these as an excuse to slip into bad habits, especially if they have a natural affinity for texting and email rather than picking up the phone or scheduling face-to-face meetings.

Our training modules include advanced communication skills, focusing on clarity, empathy, and active listening, equipping managers at every level with the tools to foster a more cohesive and motivated team.

4. Lack of Effective Feedback Mechanisms

Feedback is crucial for growth, yet many managers either avoid giving feedback or deliver it in a way that demotivates the team. We teach managers the art of giving and receiving constructive feedback that encourages growth and development, while also implementing continuous feedback mechanisms to promote a culture of continuous improvement. One of the most transformative elements of our approach is that managers learn how to receive feedback and train their teams to provide it effectively so that we effectively create ‘talent hotbeds’ after the form described in Daniel Coyle’s “The Talent Code”.

5. Inability to Inspire Trust and Sense of Responsibility

Trust and  a sense of personal responsibility are key to motivation. Managers often fail to create an environment where team members feel trusted and empowered to carry out their tasks. Our training emphasizes on building trust and empowering teams and the individuals within them. This fosters accountability and a sense of ownership among team members and it also relieves the need to micro-manage projects because the lines of delegation and the principles and processes have been clearly articulated.

Chandell’s Observations

“I remember the moment I realised that a multi-level leadership training could accelerate the transformation and provide a healthy culture in any organisation. I’d been working with one particular team for 2 years and their team members were asking for some tools to help them grow as well. 

The CEO agreed to a trial in one of the departments and at the end of 3 months the difference in productivity, motivation, and performance was clear. One of the unintended consequences of expanding the program throughout the company was that they suddenly had highly qualified candidates begging for job opportunities and their staff turnover dropped to nearly zero. A second unintended (but definitely hoped for) consequence was that clients were flocking to them as well so their revenues dramatically increased. It was like unlocking a new level of potential in both myself and the team.”

Why Choose Life Puzzle for Leadership Training?

At Life Puzzle, we don’t just talk about change; we create it. Our hands-on approach, NLP background, tailored content, and experienced trainers ensure that your managers and employees at every level, not only understand these concepts but also apply them effectively in their roles. 

Our goal is to transform every member of your organisation into present and future leaders who inspire, motivate, and drive growth.

Are you ready to unlock the full potential of your team? Let’s talk about how working with us can transform your future. 

Back View Of Man In Business Suit Giving A Speech On The Stage In Front Of The Audience

In a world where casual conversations abound and words are seemingly tossed around like leaves in the wind, it’s easy to believe that language holds little significance – until you run foul of cancel culture. But is that really all we need to worry about?

The notion that words are mere fleeting expressions is misguided – which is the reason why totalitarian regimes through the ages have redefined or eliminated words. You can see this in Soviet-era dictionaries, and it’s highlighted in George Orwell’s famous novel “1984” where the intentions of the ‘thought-police’ (actually word-police) is spelled. The reality of word-power for political and philosophical purposes is clear – let’s look at it’s place in our own communications and it’s impact on our ability to lead and motivate others effectively and excel in selling our ideas and products.

The Significance of Names and Words

Long ago, in many parts of the world and diverse cultures, one’s ‘true’ name was a closely guarded secret, shared only with those held in utmost trust. People were known by their ‘common’ names from birth but received their ‘true’ name, often during puberty or initiation, reflecting their inner character and gifts. Beyond names, words themselves held immense power, giving rise to the belief in spells and chants. These had to be carefully crafted to be effective in healing, harming, or creating.

Twentieth-century totalitarian regimes exploited slogans, chants, and the manipulation of language to brainwash and control people. Then came the advent of television, a medium that could sway and shape public perception. This history demonstrates the compelling influence of words and language on human behavior and thought.

Neuro-Linguistic Programming (NLP)

In Neuro-Linguistic Programming (NLP), it is asserted that the language we use significantly shapes our neurology, influencing the way we think, which then affects our actions and results. This concept underlines the idea that the words we use to describe ourselves, situations, or other people, matter deeply because they sculpt our perception of reality and make us more or less susceptible to external influences.

Consider this: When you are resourceful and empowered, you can uplift and empower others. Conversely, when you undermine yourself with negative self-talk, you inadvertently undermine those around you.

How might that truth affect people you lead and work with?

Mindful Language

If words truly matter, then it is imperative to be conscious of the language you employ when communicating with yourself, others, and in addressing various situations.

When was the last time you really reflected on the words you speak to yourself, to others, and the internal conversations and images you create when thinking about ideas and plans of action?

Here are some questions to ask yourself:

  1. Self-talk: If you were talking to your best friend, would you say to them what you silently say to yourself? Choose to create a positive atmosphere and forward momentum by using language that you’d be comfortable with others overhearing.
  2. Conflict Resolution: How do you respond to a colleague, child, or relative (or yourself) when they have made a mistake? What words can you use to help them take responsibility and work toward a solution without feeling that they have failed for life.
  3. Reason and Action: How can you bring the voice of reason and constructive action into a world often filled with panic about global and local issues that wants to see everything in black and white.
  4. Acts of Kindness: What is something practical that you could do in a difficult situation to show compassion and thoughtfulness and help others know they have been heard – even if they won’t get what they want. Sometimes it’s as simple as offering a kind word, a tissue, or a cup of water, to let the person know you see them.

Remember, your choices, particularly your choice of words, may not move heaven and earth, but they can certainly bring sunshine into your life and the lives of others, thereby changing your life.

“Kind words can be short and easy to speak, but their echoes are truly endless.”
~ Mother Teresa

Your Words Matter to Your Business

Your words matter, not only in how you relate to yourself but in your leadership and sales endeavors. The way you communicate with others and frame situations can have a profound impact on your success.

Consider taking control of your linguistic patterns to shape your neurology positively. If you want practical guidance and support, Life Puzzle has programs that can help you build a vibrant internal culture where communication is both efficient and effective AND a strong sales culture to boost your revenue and profitability.

Contact us today to find out how we can help you grow. Click HERE to book a call with our coaches. 

Robot Hand Typing On The Computer. The Concept Of Artificial Int

“Your prospects and clients have their BS detector on high alert these days.
The old adage, ‘people don’t care how much you know until they know how much you care’ has been heightened
by the growing fear that you might not even be talking to a human being.

The service businesses thriving right now are the ones who are
unquestionably human – even if that comes at the cost of perfection.”
~ Chandell Labbozzetta

In today’s rapidly evolving technological landscape, artificial intelligence (AI) has become an integral part of our lives. From voice assistants to autonomous vehicles, the influence of AI can be felt in almost every industry. However, a certain amount of suspicion has crept in alongside this transformation and your customers are asking…

What do I REALLY want?

Often, their answer is: a human being to talk to.

The Role of Human Communication

Human communication is the foundation of human society. It’s the basis of relationships and that indefinable sense of connection and communion. Today’s AI is pretty amazing, but neuroscientists have tested some of the most sophisticated models against a 10-month old baby… And the baby wins.

Of course, the baby can’t articulate everything that it absorbs from the humans around it, but unlike an AI artefact, it can learn and react without being trained. This is a crucial reality to keep in mind when it comes to the role of human-to-human communication in your business… An AI assistant will be more consistent, less likely to make mistakes (when properly trained), and more economical than a human, but if you don’t have humans available (warts and all) your customer service and long-term relationships with clients will go downhill.

AI as a Tool, Not a Replacement

Once you see AI merely as a tool rather than as a substitute for human interaction you are in a great position to make wise decisions about your sales and customer processes. AI can deliver output (the quality of which is dependent on the inputs it is given), but human communication goes far beyond the exchange of information; it encompasses empathy, emotional intelligence, and the capacity to understand complex ideas and evaluate intricate situations while relating to others. These qualities are essential for creating a motivated, productive workplace with a healthy culture and are the reason why in-person meetings, phone calls, and video calls are more effective than texts and emails in certain situations.

Amplifying Influence and Leadership Skills

As an NLP Master Trainer specialising in corporate training, I have witnessed firsthand the transformative effects of effective human communication in the workplace. By harnessing the power of personal communication, leaders can amplify their influence and inspire their teams in ways that are far more effective than the most persuasive email.

Here are the Three Facets of In-Person Communication:

  • Active Listening: Leaders who actively listen to their employees create an environment of trust and mutual understanding. By genuinely hearing concerns and ideas, leaders can foster a culture of innovation and collaboration.
  • Non-Verbal Communication: Body language, facial expressions, and gestures play a significant role in how our messages are perceived. A skilled communicator understands the importance of non-verbal cues and uses them to convey empathy and build rapport as well as to identify disapproval and resistance.
  • Verbal Persuasion: Leaders don’t just listen and observe, they also need to proactively influence others to embrace their vision and goals. Effective persuasion involves understanding the needs and motivations of your audience and tailoring your message accordingly.

Embracing the Union of Technology and Human Connection

AI technology is an exciting tool, but it’s just that. It is up to us to use this technology in a way that enhances human connection and supports our long-term goals. I’m noticing two distinct bands of response to AI:

  1. Those people who embrace it with excitement and want to deploy it at every possible point. I equate these people to the handyman who gets a new tool and wants to use it for every job – even the ones for which he already has a great tool;
  2. Those who avoid AI like the plague and see it as a danger to humanity’s ongoing existence. AI has its dangers – like therapeutic drugs – but rejecting all applications of AI out of fear risks missing out on its substantial benefits.

I believe we need to deliberately embrace a balanced approach which uses AI and yet maintains a distance. This is particularly true when you are leading an organisation and shaping the response of your team to innovation and future-thinking. Ask the questions you would ask for any other investment or new program or hire that you were about to make.

As you venture into the world of AI, make sure that you prioritise the development of your team’s communication skills and emotional intelligence because those are the characteristics that will set your organisation apart from competitors who leaned too far into jungle of robots and lost connection with their customers and staff.

Don’t Get Distracted by AI

In an AI-focused world, it is easy to become mesmerised by the capabilities of technology and dive down the rabbit-hole of possibilities that it offers. It’s definitely worth exploring these things and implementing them in your business. At the same time, unless your goal is to build a commodity business, you should always ensure that you are strengthening the human element of your business and prioritising efforts that inspire, motivate, and bring out the best in your colleagues and clients.

As creative leaders and effective managers, our goal is never merely to maximise efficiency. It is always to create a harmonious and prosperous workplace where people can flourish, grow, contribute, and make the world a happier and healthier place.

“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.

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“The way neuroscience and neuro-linguistic programming helps your sales is by allowing you to better understand your prospects’ thinking and their motivation to buy your product. This means more satisfied purchasers for your product.”
~ Chandell Labbozzetta

What is Neuro-Linguistic Programming?

Neuro-Linguistic Programming is the study of how the human brain receives and processes information. If you study the speeches and tools used by influential leaders from the earliest stages of recorded history, you’ll find the essence of NLP techniques and principles inside.

NLP is frequently studies to elevate communication skills, improve negotiation, and generally help people to understand others better. Since successful relationships are at the heart of human happiness, Neuro-Linguistic Programming (NLP) is a very powerful tool for everyone. It is an especially popular field of study for salespeople who want to understand their customers better and deal with the challenge of discovering whether what they are selling would serve them or not.

Neuro-Linguistic Programming can be broken down into three parts:

Part 1: The Neuroscience of Sales:

To understand the neuroscience of sales, we first have to look at the brain. The brain is an intricate network of neurons, or nerve cells. The neurons communicate with each other by firing electrical impulses through “synapses.” They also connect with other neurons in an area called the “cortex.” These connections are like pathways. They can be reinforced through habitual behaviour and altered by creating new behaviours or patterns.

Part 2: The Neurons:

The brain processes information through triggers, which is why Neuro-Linguistic Programming incorporates several techniques that enable you to auto-trigger new behaviours to replace existing ones. It also explains why you can have a visceral response to a person without any overt reason – it could be based on remembered associations and experience (positive or negative).

Part 3: The Linguistics:

Language is a complex system. Even though it is responsible for only around 7% of the information we receive, understanding how language works and the ability to interpret what others are really saying, as well as to grasp how they are hearing our words not only improves your relationships at home and work but also helps salespeople understand what their prospects are thinking and when they have made up their mind to say, “No,” but are too polite to actually articulate that.

Neuroscience and Neuro-Linguistic Programming in Sales and Why I Love Neuroscience!

The reason I love neuroscience and neuro-linguistic programming in sales is because it is so fascinating to watch different areas of the brain light up in response to stimuli and to recognise that just as you can re-program your own thoughts and responses, you can also use that knowledge to better connect with your prospects by understanding their emotions, feelings, and motivations.

Once you’re aware of this, you don’t need sophisticated brain monitoring equipment to gauge how prospects are responding to your sales call, you just need to use your eyes, ears, and intuition. You’ll quickly recognise the difference between genuine objections, and the excuses of a person who has already made a decision, and you’ll understand the best way to respond to help them choose wisely.

Unlike what you may have seen on TV or in movies, there is nothing in NLP that removes your prospect’s freewill and self-determination. Your skill in using NLP will only help you understand your prospect’s true concerns.

NLP Sales Techniques to Increase Your Sales

Here are 5 NLP sales techniques that you can use to increase your sales. 

  1. Understand Buying Strategies – everyone has a specific ‘strategy’ for buying (as well as almost every other area of life). NLP helps you discover exactly what each of your prospect’s unique buying strategies is and how to use the knowledge appropriately. This is especially important for selling high-ticket items.
  2. Improve Your Timing – based on your understanding of each prospect or client’s buying strategy you can build a flexible sales system that enables you to meet their needs for information, alternatives, and spacing of calls. This way, your prospect always feels as though they are in control of the buying decision.
  3. Build Rapport – by showing genuine interest and enthusiasm for the person you are talking to and by reflecting their preferred communication style in your choice of language. Focus on being interested, rather than being interesting.
  4. Empathise – with customers by understanding their feelings and motivations. When you understand these – and demonstrate that understanding – you can better help them make a decision.
  5. Promote your sales – by reminding yourself and your customers why you sell. This can include using reminders, journaling, and imaging to keep the value of the product or service front and centre.

Understanding NLP & Neuroscience Gives You More Control in Sales

Zig Ziglar famously said, “Timid salespeople have skinny kids.” This is often misunderstood. It’s interpreted to mean that effective salespeople need to be pushy and sell people ‘stuff’ they don’t need and can’t afford… But that is certainly not what Zig intended. As much as anything, Zig’s point was about developing your communications skills so that you help the other person recognise what they really want and see their objections either as genuine reasons why they don’t need what you are offering or as an excuse that is preventing them from getting the outcome they desire.

The real advantage that honing your NLP skills offers salespeople is the ability to gain insight from the language and non-verbal communications of prospects about their real attitude. That enables them to tailor their presentation to the preferences of the prospect and meet their needs.

What Will You Do With This Information?

The internet has completed the democratisation of knowledge.

What you know has much less power than your ability to use that knowledge effectively: that is, having the skills and discernment to use your knowledge for good. As a Master Trainer of NLP and one of Australia’s most effective sales trainers, I know that transformation and skill development is about practice and habit-building… And sometimes removing old habits that no longer serve you. This is especially important in a tight economy where your prospects are more cautious about their investments and expenditures. That’s why NOW is the time to develop and hone the communication skills, of your salespeople and all those in leadership positions.

If you know you need some help, why not explore our Ready Set Sell Program which teaches you to build the habits and skills you need over 30 days? We promise you won’t regret it!

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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