Resilience Hack: Avoid situational blindness
This resilience tip explains why being too focused and engaged in what you are doing can make you blind to new ideas and fresh perspectives. Being able to let go of ‘how we have always done things’ allows you to adapt faster and embrace new initiatives and solutions.
Building Sales Resilience
Bouncing back from sales rejections, setbacks and challenges
Every year companies spend tens of thousands of dollars on training their sales teams in areas like prospecting, questioning and closing more sales. While this type of training is clearly valuable, it fails to address a key factor impacting sales performance. That is, the ability of the salesperson to manage the rejections and pushbacks they face on a daily basis.
As a significant proportion of initial sales calls, follow ups and meetings end in ‘No’, setbacks are a part of any sales process. Most salespeople, however, are never taught how to deal with the impact of hearing ‘no’, and as a result, their sales motivation and dollar productivity are diminished and the likelihood of future success reduced.
In this presentation, Michael provides practical techniques on how to bounce back from sales setbacks so that you can remain motivated and productive to hit sales targets faster.
In this presentation, participants will learn how to:
Recover quickly from rejections and challenges to achieve more
Keep their ‘drive alive’ by not personalizing rejections or pushbacks
Deal with negativity and failure without becoming drained
Develop a resilient mental attitude to stay focused and dollar productive in tough markets
Becoming Pressure Proof
Thriving in times of disruption, change and challenge
In your current business climate, you will be under great stress to deliver more in less time with fewer resources. You will be confronted by continual changes, pressured by rising competition, and faced with higher expectations. There will always be days of setbacks and failures; changes that you can’t control; workloads that never end, and problems that don’t seem to have solutions. You will be required give more of yourself, take on greater responsibility, and, at times, find yourself right out of your comfort zone. Will you be resilient enough to thrive?
The reality is that your business future will be filled with pressures and changes that will both challenge you and open up new levels of possibility. A major key to your success is being able to flow with change, adapt to pressure, and remain engaged and motivated – without burning yourself out. This is greatly determined by how fast you can bounce back from the setbacks, challenges, and pressures that may otherwise slow you down, wear you out, or get in your way.
In this presentation, Michael will walk you through the 5 levels of personal resilience so that you can achieve more in high-pressure environments.
In this presentation, participants will learn how to:
Bounce back faster from setbacks and challenges
Lift personal productivity when dealing with multiple pressures
Remain motivated under pressure with a resilient mental attitude
Thrive and adapt in a competitive environment – without burning yourself out
Building Business Rainmakers
How to hit sales targets in tough and competitive markets
In times where competition is growing and clients are more discerning, businesses will have to work harder and smarter to secure their market share and business revenue. Whilst most industry professionals are technically orientated, it is having the confidence and motivation to initiate new business, follow up with clients, mining your database for leads, and making the new calls can mean the difference between your success and failure.
In this presentation, Michael Licenblat will demystify how to keep your team proactive in their lead generation and follow ups, and remain motivated in the face of high rejections, and setbacks. This is not simply a ‘hype up’ session, but rather a practical look at the resilience principles that drive technically orientated people to get past their call reluctance or sales aversion and stay proactive and enthusiastic in their lead generation and achieve their revenue targets – even when they don’t feel like it.
In this presentation, participants will learn how to:
Overcome sales reluctance and call aversion to initiate more leads and new contacts
Get past the 4 motivational killers that slow down your sales activity
Become confident and comfortable to approach new (and existing) clients in a professional and ‘non-salesy’ manner
Focus your time and energy to be more sales active and reach your sales/revenue targets faster
Maximize Your Influence
Handling difficult or demanding people without becoming drained
Creating high performance teams, managing people, delivering excellent service, and building client rapport is greatly determined by your ability to influence and communicate with emotionally charged people, without taking them personally or becoming worked up.
The quality of interactions between you, your team and your customers is the pivot point that either leaves people feeling uplifted and wanting to do more business with you; or results in tension and customers going to your competitor for a solution.
In this presentation, Michael will explain how to read, and be more influential and effective when working with situations of confrontation, conflict, complaint, or with challenging, non-compliant behavior or negative people – whilst staying calm, focused, and in control. Not only will this help your team resolve issues faster, but these skills also promote an uplifting morale, and project a professional brand to the market.
In this presentation, participants will learn how to:
Be more influential with challenging, non-compliant or negative people
Stay cool and calm and dramatically reduce feelings of anxiousness, anger and frustration during a confrontation, conflict or clash
Avoid taking people’s comments personally and be able to work and communicate well with any type of person by reading their ‘Pressure Patterns’
Resolve issues quickly and effectively without becoming drained
The Pressure Proof Program
The four high-performance competencies in the program are:
a. Mental Toughness: Staying Centered, Clear, and Calm under Pressure
Pressure can cause you to make impulsive decisions, produce more unforced errors, and scatter your concentration. When pressure is unresolved it can turn into negativity which can slow down workflow, impair morale and reduce the quality of your results. This module shows you how to adjust your approach to challenges and changes so that you can create stronger focus, more confidence, and better results. This module will teach you how to develop a resilient mental attitude to take control of your emotions to remain motivated and focused amidst a busy workplace.
b. Tenacious Motivation: Creating Personal Drive and Enthusiasm
Maintaining motivation requires more than a few coffees and energy drinks! Sustained motivation comes from understanding your drivers and utilizing the psychology of implementation to get things done when the pressure is on. By tapping into the core principles of intrinsic motivation, you will be able to ‘switch on’ and ‘step up’ when working under pressure and sustain your focus and drive on projects and tasks that may be long term, very detailed and time-consuming. In this module, you will learn how to lean in, infuse more passion into your work and stay on track – even when you don’t feel like it.
c. Adaptability and Flow: Fostering Agility and Resourcefulness
Failures, push back, changes and obstacles are inevitable resistances that you will encounter when striving to achieve your goals. Your ability to creatively solve problems and identify solutions is fundamental to high-performance. Being able to recover quickly from failures, setbacks and rejections will determine how successful and personally productive you will be. This module will teach you how to change your relationship with failure so that you can adapt faster to challenges, embrace change and develop a solution focused approach to obstacles and setbacks.
d. Sustainable Energy: Output Stamina and Lifestyle Balance
With the growing trend of needing to achieve more in less time, trying to ‘balance’ the demands of work with your personal, family and wellbeing needs is near impossible – and often creates stress and burnout for those who try to make it work. Having high and consistent energy throughout the day is core to maintaining focus, engagement and productivity. In this module, you will learn the key ingredients to maintain your energy output throughout your day and in your personal life. Using self-management strategies and rituals & routines, you will learn how to create lasting job satisfaction, positive energy and less stress.
