February 23, 2024

Why do people send mixed messages?

Truth and fact can often become blurred. How do you listen for mixed messages?

The challenge is most people only listen to the words and most of the time take them at FACE VALUE. That is one thing that you need to be aware of

How many times have you thought about something that happened and you categorically thought it was the truth? When people ask you if it actually represents the events accurately and you maintain that you are right. Yet when people are questioned gaps start to appear in their recollection

What most people don't realise is that memory recall is less than perfect. You remember what you want to remember, and the rest gets either forgotten or mixed up with similar memories. When someone categorically states something as being true my first bit of advice is to question and probe to clarify facts. Too often we are influenced by the emotional tone of voice than the fact

You need to understand the difference between a Fact, A Feeling and a Perception.
Facts get clouded by feelings.
Facts get changed by perceptions.
Perceptions get influenced by your emotions.

Feelings can also be expressed by the tone of the voice and body language. Think about when someone reacts with a look of disgust. Is that not a feeling communicated without a word being spoken? The challenge is, you need to be aware of more than you realise.
November 07, 2023

Body Language Secrets for Winning Over Customers

How can you use your body language to influence customers' decisions? 🎯

Body language is a mirror of our mental state.

It can affect how we feel and how others perceive us.

If we're feeling stressed or anxious, our body language will reflect that. We may tense up, avoid eye contact, or fidget.

If you are anxious, not only will you communicate it through your body language, but the signal that you are anxious also informs your brain that you are anxious and what follows is a response to the client that is the opposite of what you want to happen. The first sign is the tone of your voice and pitch.
Then the following happens:

You might ask a question that is passive…because you are afraid of the answer
You might ask a question that is aggressive…because you are defensive

All from your body language.

All this does is make it difficult for our clients to connect with us, because, at the end of the day, they are also searching for someone who understands them.

As a salesperson if you don’t even know your own body language responses how will you read the clients?

I really need you to understand that Sales Training is not just about asking questions or closing, it's more about managing your mental state and one of the first places to start is to become aware of your body language.

October 31, 2023

What Happens When You Change Your Motion

Do you want to feel like Superman?

Want a fast fix to a negative state?

Do you find yourself getting overwhelmed by negative emotions, such as anxiety or self-doubt?

If you answered yes to any of these questions, then watch the video below to learn a powerful technique that can help you change your emotional state and achieve your goals.

How changing your motion can change your emotions.

Our minds and bodies are interconnected in many ways. When we move in a certain way, it can send signals to our brains that can influence our emotional state.

This is why body language is so important in sales and other situations where we need to project confidence. By adopting a confident posture, we can actually feel more confident ourselves and this influences the clients as well.

The same principle can be applied to other areas of our lives as well. If you're feeling stuck or uninspired, try changing your motion. Go for a walk, do some stretches, or even just dance around your living room. The movement will help to get your blood flowing and release endorphins, which can boost your mood and creativity.

So, if you're looking for a way to change your emotional state and achieve your goals, remember the power of motion. Get up and move, and watch as your life transforms.

What do you do to change your motion to change your emotion?

October 03, 2023

Training Insights: Influence beyond words

What happens when you are so good at something but can’t explain it?

One of the challenges is how can you pass on those skills to your team.

It’s important that when you learn new skills you understand the key foundations that build the capability and deep learning because there is a process or formula for everything.

Once you can break down the steps you can virtually teach anyone, and this is what happened in the session on Body Language.
What this means is that certain skills can be learned a lot faster than traditional teaching methods and importantly integrated at the sub-conscious level.

Imagine having the ability to read your client's thoughts without them uttering a word. Visualize the impact of being in sync with their unspoken cues, allowing you to tailor your words and tone with precision.

If you're interested in discovering how this transformative journey can impact your career, don't hesitate to get in touch.

September 28, 2023

The Science of Body Language in Sales?

Ever wondered why certain people can walk into a room and attract an audience without saying a word?

They’re like a magnet…
unconsciously putting out signals that other people pick up on even when it’s not deliberate.
Training the Team at Hornsby BMW we explored the science of Body Language.

Contrary to most training there was little focus on Reading the Client's Body Language, but our own.

We explored a number of key areas:
-The triggers that our body creates then signal the brain to create thoughts and emotions
-Why emotional memories are so powerful and how they impact on body language
-How to use specific body language to change our mood and therefore our mental and physical states within seconds

What if I told you that your body language could be the key to closing more deals and boosting your mental mindset...specifically your mood?

Body language isn't just about the way we stand or gesture; it's a powerful tool that can influence how we feel and how others perceive us. Imagine the ability to convey confidence, trustworthiness, and enthusiasm without saying a word.

Not only are you influencing others but someone more important…YOU!

Moreover, the connection between body language and mental mindset is undeniable. Positive body language can boost your confidence, reduce anxiety, and help you stay focused under pressure. It's a skill that can be learned and refined.

If you're a sales professional seeking to enhance your skills or curious about successful selling psychology, let's connect - book a call with me. I'll share insights and techniques to transform your approach.

April 28, 2023

Leveraging Body Language to Close the Deal: Creating Relief for Your Clients

You've been working hard on your pitch, and now it's time to make the sale. But there's just one thing: you're not sure if they're going to sign.

In the movies, this is when you see the tugging on the shirt collar and a lot of nervous body language. But in real life? Your client might seem totally fine—they may even seem relaxed—but there's still something holding them back from saying yes.

What are they waiting for?

They're waiting for relief.

All of that tension that leads up to that moment is what can lead to a client deciding to say no. This is where you can use your own body language as an influencer.

Your goal here is to create that feeling of relief before the client has to sign on the dotted line. By doing that, you're making them feel more comfortable with the situation, which increases the chances of them signing.

All you have to do is change the order of things.

Show relief yourself before they sign!
April 24, 2023

Have you ever noticed how football players can sense things when they’re not even looking at a person?

For example, they can anticipate a tackle that’s coming in from the side. They don’t need to look directly at the tackling player. They just seem to be able to sense that they’re coming and can adapt accordingly.

But if that tackle comes in from behind, they’re not able to adapt. That’s usually when the most serious injuries happen for a football player.

This ability to sense what’s happening around them isn’t some supernatural gift.

It’s simply the use of peripheral vision.

Raise the index fingers on both of your hands and hold them together. Now, slowly move them apart until you they’re behind you.

You’ll notice that you can still slightly see, and certainly, sense, where your fingers are when they’re at the side of your head.

That’s peripheral vision, and it’s something that you can leverage when you’re trying to read somebody’s body language.

When you’re talking to somebody, you’re usually looking into their eyes. Or, you’ve chosen a point, often above the eyebrows, to focus on.

It’s here where you can start to use your peripheral vision.

We call this “furthering your vision”.

While you’re focused on that one point, use peripheral vision to get a sense of what the other parts of your body do. You may notice a twitch in the hands. Maybe you’ll see their feet move towards or away from you.

You’re catching onto these things without focusing on them directly. In doing so, you’re getting a better sense of whether that person’s accepting or rejecting you.

As we’ve mentioned before, the idea is to put all of the gestures together to create the full picture.