April 25, 2024

What Is The Solution To Prospecting Avoidance?

Clearly, one is to hire salespeople who are suited to sales and the uncertainty that comes with it, and there is a specific process for this.

The other option is to turn around a poor performer to becomes less sensitive to rejection and enjoy the process of prospecting and dealing with rejection on a daily basis.

Get the Sensitive Salesperson to understand what the attributes that are holding them back and show them how to work on building those attributes within themselves.

Self-awareness of key behaviours holds the answers to help the sensitive salesperson succeed.

Time and again, we see salespeople turn around their lack of performance once they understand what is holding them back and what they can do to improve.

Seeing small changes gives them hope and a plan of action that they can implement.

Once the awareness sets in, the turnaround is quick.

It’s important to know your numbers personality, performance, and goals.

These increase awareness and motivation alike.
May 01, 2023

How you can make it difficult for clients to say No to you in a presentation?

Have you ever been in a situation where you’re presenting to a group of people, a board or even to a couple and you’re just not sure if they get it… the value you bring and that your the obvious choice?

-You could be selling a security solution
-You could be selling your services as a agent
-You could be selling that your type of car is better than a competitors

So do you close by asking the next steps or do you take a couple steps back and re-engineer the way you presented logic and emotion and importantly guide the thinking of your clients to say Yes without resistance?

Let’s take a piece of advice from the master or persuasion… Socrates

One of the most important aspects he emphasized was about understanding how you present information to a client that makes it very difficult for them to dispute the information.

To a certain extent if they see the truth and if they were to dispute the truth the only person it would impact on would be them and they would feel silly to say no.

In a nice way you’ve actually put them in the corner without a way out.

Read the following when’s Socrates presented an argument to Xenophon and his wife Aspasia.

“Please tell me, Madame Xenophone, if your neighbor should have finer gold jewelry then you have, would you prefer hers or your own?”
“Heres, ” she replied.

“What if she should have clothing and other feminine accessories that are more expensive than what you have - would you prefer yours or hers?”

Here’s, of course, she responded.

“Well, then, what if she should have a better husband than you have – would you prefer yours or hers?

Her response… stunned silence and blushing!

This is also a classic lesson on the YES Set, done with intelligence.

There are 2 basic processes used by Socrates, induction and deduction reasoning firstly by using examples and then adding 2 general statements in your presentation that the client can’t say no to .

This is where it’s clever you say one last thing which reinforces the first two.

This is something that clever lawyers do very well.
Well a good lawyer always prepares in advance, don’t you think you should do to win more often?

Success in the courtroom, boardroom or even in the lounge room requires thought and strategy.

There’s quite a bit a strategy and planning to create a structure for a presentation that closes successfully so that you use your information in a way that people find it difficult to dispute.
April 14, 2023

Why creating the right frame in a presentation controls how the information is perceived by your audience?

Have you ever been in a situation where you're presenting to 4-7 people in a competitive bid against your main rival?

You might be presenting your security software solution and why it’s better than your rivals.

You might be a salesperson who sells houses and you're competing against another agent to get the listing

In presenting…how you say something, what you say, your word choice also determines your status and how your message is perceived by your audience. Credibility and character are perceived by your audience.

Here’s a simple example. Say there’s data in an article informing everyone that your software is better because it’s been tested by hackers to be the category leader and the article appears in the local newspaper.

Now imagine the same article appearing in The Financial Review or Wall Street Journal.

How do you perceive the information now?
How is the presenter perceived?
Different I bet

This observation was made by Erving Goffman, a sociologist who described this form of interpretation as “Framing”.

Notice how your eyes and senses are directed by the picture of the mountain by the frame, not the whole picture, yet I haven’t said anything.

This is one of the reasons of knowing how to present information in a way that adds to your credibility but also to your status in the room is so important. The most important thing is how you direct the thoughts and emotions of your audience to what you want them to think about

Your skills in presenting to either close a deal or sell an idea will define your success in sales and in life

When you do this well, your closing ratios go through the roof, you get less pushback on price, and what happens is you direct the client's attention on what you want them to think when you do this well

You get called in by clients because your reputation precedes you.

This is a deliberate process of understanding that presenting is both science and art.

Verbal competence is a superpower. Competence is an influence.
April 13, 2023

What are the 3 key essential elements in a presentation that influences people’s minds?

How much data should you use, should you get everyone emotional?

Aristotle the Greek philosopher provided us with a structure of these 3 essential areas and they are:


The ability to use these as guides depends on how well you understand the use of the right words at the right time in the right sequence. That knowledge is what the best word smiths use and it's based on rhetoric.
So often salespeople have great solutions to offer clients, they know their products so well and yet they struggle to sell their idea, especially to multiple decision-makers.

April 12, 2023

What can a builders leveler ruler teach us about delivering winning presentations?

Have you prepared a presentation and wondered if you have the right amount of facts vs stories?

Have you ever considered the importance of repetition in a make a point so everyone remembers it and importantly recognises it as a key component of why they should do the deal with you?
Do you know how to present a word or phrase using keywords that create urgency and drama?

Writing a proposal and then delivering it are two totally different skill sets to master.

In Australia, we have trail lawyers or barristers and we have solicitors who know the technicalities of the law. Barristers are the ones who try and influence the judge to their viewpoint and use all the tools at their disposal to make a point.

They present the facts with energy, style, and flair.

The challenge is salespeople and most business owners never get exposed to the art and science of Presenting a Proposal to close the deal. They know the facts about what they sell and don't realise that not everyone gets excited about the facts.
Imagine you've hired a lawyer who just presents the facts and expects everyone to accept those facts, when the opposing council is the opposite, uses their words with power and energy, and paints a picture of the opposite... who would you believe?

The fact is no matter how good your product or service is, if you can't influence people, you are not going to make the sale, close the deal, or make any margin worthwhile.

There is a distinct set of processes and language that are required to create a presentation that closes the deal.
April 06, 2023

Why you should pay attention to your feelings?

Have you ever struggled to make a decision in the moment and you're getting uptight not knowing what to do?

What about when you're in a meeting and your clients ask you a difficult or challenging question and you instinctively know what to say but hesitate?
AND then you regret it afterwards, kicking yourself for not saying it.

Pay attention to your feelings. Feelings are signals of what is going on with you and can be used to make an adjustment at the moment. This is what being present is all about.

When you bury or discount your feelings they will come back to remind you and that you have to deal with something. So why not deal with it now?

In fact, it is demonstrating mindfulness. Your feelings allow you to get control over your emotions and actually make wise choices, instead of reactive decisions.

Just a like a tennis player, you have to learn to use this feedback mechanism to your advantage. Make decisions in the now, don't live in the past or dwell in the future. Live and make decisions in the present.

There is so much nonsense out there telling you to ignore your feelings, or f...k your feelings! DON'T!
March 28, 2023

How Positive Beliefs Will Help You Create Better Outcomes

It might not always seem like it, but your #beliefs dictate most things in your life. They’re deeply rooted in your subconscious and impact the way you see the world around you.

And that’s not all.

How you #perceive things also has an impact on the outcomes you create. In a way, you project your beliefs into the reality you live in.

Because of this, it’s very important to take control of your beliefs.

This is why you need to create #positive beliefs that will replace negative ones.

The good news is that this is very much possible. You can consciously decide to change your beliefs and your self-talk.

With that achieved, you’ll see how much more confident you are. Which will also be evident to those around you. From this point on, your work will take much less effort.
March 10, 2023

How do use reverse psychology to motivate clients to buy from you?

What are the risks of using reverse psychology?


Have you ever noticed that when you tell a child “don’t jump in the puddle!” The child jumps in the puddle and then another child listens.

As a parent, you’re thinking why does that happen?
One child does the opposite and one child complies?

Understanding who to use this strategy on is crucial because if you use this on a person whose childhood was about complying with instructions from their parents, you run the risk of them agreeing with you and not going ahead.

One of the signs I look for which allows me to use reverse psychology is when everything I say, the client counters with a different opinion.
Have you heard this said…” yes, but”

For example, if you were to say to someone who wants to buy a car but you feel that it’s too expensive for them, they’ll buy the car just to prove to you that they can afford it.

You need to have the ability to read a client effectively, and understand early in the discovery process if they’re agreeing with your suggestions or not, otherwise, you’ll be guessing.

This is what influence is.
Valuable skill…right?

This can seriously improve your conversions by over 25% if you know how.

March 09, 2023

Why do professionals continuously adjust their approach to mini goals?

Why do professionals continuously adjust their approach to mini goals?
How do they do this?

Why they don’t get upset if they don’t get their goals?

Have you ever noticed Federer getting upset if he doesn’t get a first serve or fails to hit an ace?
In fact, if he is serving at 60% of first serves that’s a good result for him. Though it does mean he is failing 40% of the time to hit a first serve.
It’s one way to look at it BUT I can bet it's not the way he looks at it. In the juniors, that’s how they look it.
A big difference between the pros and amateurs!

I always get asked how professional athletes stay focused, intense, and calm and make good decisions.

Well, they have learned that in order to achieve any goal the first thing is to value the feedback and then adjust their strategy or process.

When you focus on adjusting you actually get control over your thoughts, feelings, and actions. You know what the goal is but that is not what you focus on. This is the reason why we always set very specific behavioral goals in our training.

HERE’S the most important aspect of this process…those actions are completely within your control.

Individual can impose their will on their thoughts and actions.

It’s the approach or method used that matters in accomplishing the goal!
Hitting the serve is the result.
Effective execution of the task is about behavior.

The tennis player has little control over the environment, the crowd, the umpire. If the player has let those influence their behavior they have failed to satisfy a goal.
The key here is by ADJUSTING, the person can focus on what they must do versus what they want.

March 07, 2023

Have you ever considered how you do what you do?

Why focusing on behavior is the key to achieving your goals!

When salespeople or leaders only focus on results they miss an important ingredient that develops a growth mindset and capability.
It’s a bit of a paradox for many people to understand.

Don’t focus on the result but focus on the behaviors.

Too much thought goes into the desired result and not the desired behaviour. What this means is we don’t often take the action or the right action because without the right actions how can you get the result? SO why not focus on the right behaviours such as resilience?

Our behaviours are determined by a range of stimuli, such as our surroundings which can stimulate automatic behavioural responses, which are our HABITS.

In our first training session with the Ingram Micro cloud team on The Psychology of Personal Performance and Goal Attainment. The team were shown the importance of specific behaviours and how to be aligned mentally to achieve any type of goal especially when you’re not making progress or struggling. Which behaviour was out of sync and how that was impacting their actions.

Behavior is the missing link between planning and results!

Ingram Micro Cloud #
The challenge for most salespeople is behaviours are for the most part unconscious, which means you don’t know you’re doing it. All you see is the reaction, you don’t see what created that reaction.

Has this ever happened to you ?

You’re taking action towards your goals and it’s is going well and suddenly you stop. You can’t understand why you’re not taking any action. You seemed to have lost all motivation!

Why does that change happen in a heartbeat? AND


There are 4 behaviors to pay attention to that need to be in alignment if you are to move forward towards your goals.
1. What you think
2. What you say
3. How you feel
4. How your body language moves

The first behavior is paying attention to your Thinking Language that you use especially under pressure.
Thinking processes are influenced by three other behaviours. It’s important to understand how they affect your mindset and ultimately your choices!

The first takeaway:
Limits exists in WORDS not in the world.
Words used in thinking pretty much indicate what actions you’ll take.