Wednesday, 22 July 2015


sales training and coaching Perth WA

One of the most common obstacles I am asked to help with sales amateurs and even professionals, concerns confidence and mindset. The sales process is full of rejections and challenges that constantly tests our inner belief. Sometimes to the point of questioning our abilities, our performance and even our purpose.

These challenges of the mind are inherit not just in sales but in our lives in general. We are conditioned to fear rejection and the unknown. Our inner defence does not want to expose our vulnerabilities and for most it is easier to play it safe.

What we must know is that logically fear, is an irrational response that in most cases has no real place in our mindset, other than the one we create for it. Why should we fear to ask questions? Why should we fear to ask for the sale? Why should we fear to sell?

For many it becomes a burden to impose themselves by selling. For the sales elite, it is about the challenge to achieve their goals and help the prospect make the right buying decision. “Their only fear is the opportunities that will be lost by not helping the customer buy!”

Here are 10 mindset strategies to overcome the anxiety of selling:

   1. Solve Rather than sell
Stop selling or telling and start solving. Work with the client to solve their problem by asking questions that identify their requirements and so you are clear on what they need solving.

   2. Understand the advantage is to your prospect
You are there to solve a problem that is inflicting your prospect. It is costing them pain, money, time and discomfort. You are there to take away their pain and add value to their solution by collaborating with the prospect

   3. Talk back to your limiting beliefs
When it comes to that limiting voice in your head, tell that voice to approach to difficulties as challenges and setbacks as a reflection to personal growth. Every negative or positive has a lesson that drive our personal growth. Everyone has failures and makes mistakes but it is learning from these that strengthens our resolve.

   4. Don’t be afraid to fail
Failure is not trying your best. With risk comes reward. Learn from these failures and it will boost your tenacity, confidence and attitude.

   5. Believe in yourself and your solution
If there is any doubt in yourself or your solution then your prospect will see through this. You need to educate, understand and believe that the solution you are offering is the best.

    6. Discover your motivation
What is the driver for you wanting to succeed? Is it money, recognition, thrill of the chase, to help people and business, to be successful, to be the best at what you do? Tap into your motivator and feed from it.

   7. Be accountable

 Don’t blame yourself for losing a sales but accept that you could have done something different. Revisit the situation and examine what you could have done differently. Use this new found knowledge in your next sale. The attitude of responsibility leads to more control over your life, higher self-esteem, self-confidence, and ultimately more happiness and success.

   8. Plan and Prepare for selling
One of the most important impacts to your sales success is having a plan and being prepared. Having a sales guide or strategy that shows you how to overcome obstacles in the sale will make you more confident and powerful by having the answers you seek.

   9. Surround yourself with Optimism & Drive
Top sales pros have a winning, optimistic mindset. They know that negative, bitter people with victim mindsets do not succeed in sales and tend to struggle through life. They attack each day with enthusiasm – fired up and ready to rock. Surround yourself with people who have an optimistic attitude even if it means getting new friends.

   10. Develop a thirst for self-improvement
You don't go to school once. You are in school all your life. Sales superstars are constantly working to become better. They take courses, training, read books, listen to audiotapes and inhale everything they can to improve. The more you know about what you need to do the more empowering.

Creating the mindset for success in sales and life is about taking risks, actions and embracing change. It is about pushing away the voice on our shoulder that tells us why we can’t and take on the challenge to show just how easy it can be. It takes attitude, actions and effort. Those vital ingredients that differentiate those who say they can and those who really do!

What do you do to create a positive mindset?

Emmanuel Lardis
Logicus Training Solutions
“Daring to be Different” 

Logicus Training Solutions - Training and business Consultants

Leading the Personal and Business Development Revolution!

Tuesday, 26 May 2015


Knowledge and skills development is vital to the health of organisations.  We live in an information age today, and organisations are routinely valued not just on their physical but on their intellectual capital.  Training is one of the chief methods of maintaining and improving intellectual capital, so the quality of an organisation’s training affects its value. Untrained or poorly trained employees cost significantly more to support than well-trained employees do.  Training affects employee retention and is a valuable commodity that, if viewed as an investment rather than as an expense, can produce high yielding returns.
Training is an organisations effort aimed at helping employees to acquire the basic skills required for the efficient execution of the functions for which they are hired.  Development, on the other hand, deals with activities undertaken to expose employees to perform additional duties and assume positions of importance in the organisational hierarchy.
Training and development are initiated in order to:
1.             Build a more efficient, effective and highly motivated team, which enhances the company’s competitive position and improves employee morale.
2.             Relevantly remain in business.
3.             Create a pool of readily available and adequate replacements for personnel who may leave or move up in the organisation.
4.             Enhance the company’s ability to adopt and use advances in technology because of a sufficiently knowledgeable staff.
5.             Ensure adequate human resources for expansion into new programs.
6.             Pilot or test the operation of a new performance management system
7.             Benchmark the status of improvement so far in a performance improvement effort.
Training is also initiated:
1.             As part of an overall professional development program
2.             When a performance appraisal indicates performance improvement is needed
3.             When special projects and products are to be embarked upon
The benefits of training and development to employees and organisations alike are numerous:
1.             Workers are helped to focus, and priority is placed on empowering employees.
2.             Productivity is increased, positively affecting the bottom line.
3.             Employee confidence is built, keeping and developing key performers, enabling team development and contributing to better team/organisation morale. 
4.             Employees are kept current on new job-related information, thereby contributing significantly to better customer service.
5.             Employees are updated on new and enhanced skills, with a view to aligning them to business goals and objectives.
6.             After a downsizing, remaining workers are given the technical and management skills to handle increased workloads.
7.             Companies with business problems are given a fresh or unbiased professional opinion or exploration, evaluation, or critique.
8.        Job satisfaction, employee motivation and morale are increased, reducing employee turnover.
9.        Processes increase in efficiency, resulting in financial gain.
10.    Innovation is increased, bringing new strength to strategies, products and the company’s capacity to adopt new technologies and methods.
Typical Topics of Employee Training
  1. Communications: The increasing diversity of today's workforce brings a wide variety of languages, customs and platforms
  2. Computer skills: Computer skills are a necessity for many company tasks.
  3. Customer service: Increased competition in today's global marketplace makes it critical that employees understand and meet the needs of customers.
  4. Diversity: Diversity training usually includes explanation about how people have different perspectives and views, and includes techniques to value diversity
  5. Ethics: Today's society has increasing expectations about corporate social responsibility.
  6. Human relations: The increased stresses of today's workplace can include misunderstandings and conflict. Training can people to get along in the workplace.
  7. Safety: Safety training is critical where working with heavy equipment, hazardous chemicals, repetitive activities, and hazards in workplaces.
  8. Sales: The focus on sales has never been greater, with opportunities harder to find and where every prospect is lost to a competitor. This means losses are more costly and that the companies who focus on building this strength will emerge financially victorious
Learning and upgrading employee skills makes business sense. It starts from day one, and becomes successive as your employees grow. Granted, it may take some time to see a return on your investment, but the long-term gains associated with employee training make a difference. The short-term expense of a training program ensures you keep qualified and productive workers who will help your company succeed. That’s an investment you can take to the bank.

Emmanuel @ Logicus Training Solutions

Leading the Training and Development Revolution by Daring to be Different!
Multi Award Winning Training and business consultants (

Tuesday, 24 February 2015

The Evolution of Sales - 5 Change Strategies that Boost Sales in Today's Market

The Evolution of Sales


We have heard of companies that boom in times of economic hardship by developing new strategies and solutions to generate more sales. Many things have changed even over the last 5 years, such as technology, the economy and people’s perceptions. Companies are still working with strategies that are now outdated, ineffective and do not provide the same return on investment as they did in the past.

5 sales strategies that you would benefit to change:
1)     Solve rather than sell: It is no longer about selling your product or service but about solving the problem or requirement. There are usually many other similar choices that are differentiated by packaging or price.  By solving the issue relevant to your client it becomes something worth paying for.
2)     Building Relationships: Wining and dining is not enough these days as decision makers have become more time poor and impatient. Relationships are now built through the perception of trust, expertise and by understanding the prospects objectives and business needs. Asking relevant and strategic questions that build confidence shows you are there for the interest of your prospect and not your own.
3)     Leverage off Connections: In the past it was about keeping things close to our chest, but today it is about how we can create relationships that give us an edge. By teaming up with other companies who complement each other’s offerings and provide incentives for generating a sale, companies can benefit each other by working together.
4)     Everyone’s a Salesperson:  Every person that has contact with clients has the opportunity to sell. Most clients are lost and won by the relationships and impressions made by non-sales focused staff. This can be the receptionist or even accounts. Leads can be generated, selling seeds can be planted and sales can be closed by training all staff to art of sales.
5)     Fearless Mindset of Change: Fear is an irrational emotion that inhibits our ability to grow and rationalise. For many the fear of change is something that affects our personal comfort and requires extra effort. To choose change is to embrace progress as we evolve into something that gives us an advantage over the past.
It is important to monitor and evolve your sales strategy based on several influences that will affect your ability to sell. Sales strategy needs to evolve as the drivers of change determines your direction.

Join us on  on Tuesday the 31st of March 2015 for our must come event where we teach you Sales, Marketing and Time Management strategies for as little as $49, bring a friend or colleague and save. Generate more leads, close more sales and manage your time smarter. This opportunity is not to be missed. We look forward to seeing you there. Seats are very limited. Click here to find out more:

This information is proudly brought to your by The S.A.B.O.R Program - Revolutionising the way we sell!
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For a FREE no obligation consultation contact Emmanuel @ Logicus Training Solutions on (08) 9307 3771 or Email or visit