Best Of Sales Skills Podcast
Best Of Sales Skills Podcast
NLP - Getting to yes: Master NLP Trainer Chandell Labbozzetta
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Chandell Labbozzetta is a master NLP trainer as well as a speaker and author.
NLP is Neuro-Linguistic Programming, it is both an art and science on how we use the language of our mind to create results in our lives and behaviour.
For example, Humans receive 11Million bits of information every second and yet, we can only process 126bits per second. So, how do we make sense of all that information and what impacts does that have on our selling styles?
We have a predominantly unconscious mind (responsible for all behaviour, learning and change) and a conscious mind which is logical and rational. We live 90 % unconsciously and only 10% consciously
The unconscious mind is the domain of emotions, we know, people buy emotionally and justify logically, and yet most salespeople will leave 90% out of the conversation.
Chandell Labbozzetta.
https://www.linkedin.com/in/chandelllabbozzetta/
Confident Closing (Audio)
https://lifepuzzle.com.au/audio
Keys to Effective Communication Quiz
https://bit.ly/3zsV4JN
Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
VIP Sales Mailer
https://markmc.co/salesmail/
Catch all versions of me here.
https://linktr.ee/markmcinnes
LinkedIn profile
VIP sales mailer
Tactical Pipeline Growth
BOSS Podcast
1 on 1 Consulting
Welcome to the BOSS podcast. I'm Mark McGuinness. And thank you for listening. If you're interested in getting more replies to your outbound, if you're interested in landing more meetings, or maybe you're just interested in finding something new to add to your prospecting or your sales toolkit, then this podcast means you're in the right place. In today's show we hear from sales mindset, expert and author Chandelle Labbozzette , I've always been interested in the psychology of sales. And what I mean by that is what makes people say yes or no? So this episode was particular of interest to me because Chandelle is a master NLP trainer. NLP is neuro linguistic programming. It helps us to understand how others and those others of course include our bias. Make their decisions. Without doubt this episode has the most generous giveaways that we've ever had on this podcast. So thank you to Chandelle. In the show notes, you can access Chandelle's entire audio book on confident, closing, as well as a link to take a quiz that will help you understand how NLP impacts you and your own decision-making. Make sure you check those out in the shownotes in fact, stop this now, go and get those and then come back. I really don't want you to miss out. Speaking of missing out, are you missing out on my VIP sales mailer? Every two weeks, I send a short email to my VIP followers and connections of the very best sales tactics, sales articles, events, and sales ideas that I found over that two week. Currently we have well over a thousand subscribers and it's growing. If you'd like to get in on the action, simply go to my LinkedIn profile and you'll find the signup link in my about section and my featured section. It's really easy to find. So join us. I'd love to have you in the group. Now let's jump in and hear from Chandelle and learn all about NLP. Chandelle, welcome to the show. Thanks for coming on.
Chandell Labbozz:Oh, thank you so much for having me, mark. It's really wonderful to be here with you. I'm so looking forward to our chat.
Mark McInnes:Yeah, make sure I'm, I'm really looking forward to the conversation tonight. There's a, it's a, it's a great topic. But let's just share a little bit about, you, so looking at your LinkedIn profile, you're an author, speaker, trainer and master in NLP, which is what we're going to be talking about today. So that's why I'm so excited. And you've got a business called life puzzle. That's a pretty interesting name. So great. Great to have you on the show. If I missed anything.
Chandell Labbozz:No, not at all, not at all. I was just going to say that, you know, sometimes people ask us, you know, why do we call it life puzzle into, you know, when we're doing leadership training and sales training and all sorts of things. And you know, one of the things that I'm a solid believer in is that, you know, sales is the number one life skill. And I think that there's a few important sales that we make. The first one is the sale we make to ourselves about our worth and our value. The second one is the sale we make when we're convincing other people about our ideas. And for any parents listening, they know that, you know, convincing kids to do their homework or go to bed. That's a sale in itself. And then there's of course the transactional sale that we're all familiar with, where we sell our products and services. I'm consulting for, you know, in exchange of currency or, or value. And so, we, we work a lot with bringing the mind and also the strategies and the tactics together. So, and one of the tools we use is neuro-linguistic programming. As you mentioned before,
Mark McInnes:Yeah, I'll look, yeah. I'm genuinely interested in, in, in, in NLP. But I like what you said there about the first sale that we make is to ourselves, because I think a lot of people still miss that today, you know, th that's been around a long time. You know, what's your thoughts on that?
Chandell Labbozz:Yeah, look, I, I think that it's, it's a common pitfall, you know, And we'll talk about this a little bit today in the context of, you know, w w there's lots of different tactics and there's lots of different things that we can do out there. And as you know, there's a, a huge element of psychology behind the way that we sell. And so, I, I believe that it's an 80 20 kind of split where we've got 80% psychology, 20% tactics and strategy, and the metaphor, or the analogy that I often use is that if I gave you the best cold calling script in the world, a tried and tested to get results, it wouldn't really matter. Yeah. The person that needed to make the cold call, didn't have any confidence to pick up the phone because nobody would hear it. So, you know, their tactics and strategies are very important. But you also have to have the confidence and the belief in yourself and the courage to be able to, you know, sometimes have some of those more challenging conversations or to pick up the phone. So.
Mark McInnes:Yeah, look absolutely great. And of course for those listening would know that I'm all in on the tactics scholar. Right. So, you know, the tactics don't get put in applying my someone's looking after the Brian, so cool.
Chandell Labbozz:A hundred percent on that too, that sometimes you can have people with lots and lots and lots of psychology and courage and passion, and they sort of, you know, they throw darts in the air hoping that something will stick, you know, they haven't got the tactics. And that's why I say, I think that it's about bridging that gap, bringing those things together. The tactics are super important.
Mark McInnes:Yep. Before we jump into NLP, you've written a book, a confident closing. Can you tell us a little bit about that? Can we still get it? Like, is it still, where is
Chandell Labbozz:Absolutely. In fact, I'd love to, I'd love to share a gift with your audience. We'll, we'll let them know how they can get access to an audio copy of the book. So it is called confident closing sales secrets that grew a business by 400% in just six months and how they can work for you. And, you know, I have to tell you mark, that the originally the title of the book was actually called feeding salt to horses. We renamed it because we knew that from a marketing perspective, it might be a bit confusing if we have to explain what the book's about, but the premise is is that we've all heard. That saying that says, you know, you can lead a horse to water, but you can't make a drink yet. If you feed it sold and you lead it to some water, it'll be thirsty and little drink of its own accord. And so covenant closing is all about how in bring, you know, what finding what is your salt that you feed to your prospect so that by the time you offer them the opportunity to engage with you, that, you know, they're just so thirsty that they do it because they want to not because we're forcing them to.
Mark McInnes:Yeah. You know, I used to have horses and we used to give them soap box. I'd forgotten about that.
Chandell Labbozz:Wow. Cool.
Mark McInnes:But I'm glad you changed the name of the book. Cause I don't think many people would've got that.
Chandell Labbozz:No, it doesn't work very well. From a marketing perspective, you have to explain what things about.
Mark McInnes:Yeah. Okay. So look, I'm, I'm certainly going to get an audio copy of that. That's that's for sure. Is it hard copies still available? Can you
Chandell Labbozz:Absolutely. Yeah, 100%. And, we, it's also available on Kindle. So you can collect it from Amazon, either hard copy. If you prefer hard copy, or you can contact the office@lifepuzzle.com dot a U and let us know, and we'll organize to get one out to you. So.
Mark McInnes:Okay. Cool. Okay. So that's great background. Love that. So, so let's get into NLP and like, let's assume that a lot of people aren't, I think most people probably would have heard people talk about it or see it somewhere. Can you tell us a little bit about it? Like give us a real background about what NLP is and why it's something we should be thinking about.
Chandell Labbozz:Yeah, absolutely. I think, NRP has been around since the early seventies. And for those of you that may not be as familiar with it. NLP is a shortfall or the acronym for neuro-linguistic programming. And so what it is simply is it's how we use the language of our mind in order to affect our results and our behavior. And so when we talk about, the way in which we process our reality and human beings, we have a conscious mind. We have an unconscious mind, we have a critical faculty, which is the part of you that chooses to distinguish between, you know, reality, fantasy what's facts, what's data, how you are decisive, et cetera, your all your critical thinking. And. Our unconscious mind or our subconscious mind, as most people are familiar with it, I call it unconscious because most people are unconscious of their subconscious
Mark McInnes:Yeah.
Chandell Labbozz:and unconscious mind. You know, we live 90% of our lives unconsciously, and there's a lot of programming. There's a lot of behavior. There's a lot of emotional cues and things like that that are driven by the subconscious mind. And so by utilizing NLP, particularly in the. It helps us to understand human behavior a little better. And I don't know if for some of the listeners out there, maybe even yourself, mark earlier in your career, you know, there would be some times where you'd go and have a conversation with someone. It was super powerful and you got a great result. Then you took the same conversation. You did it with a different person and you found that you just got a completely different result and it didn't land and you might've been left there, scratching your head going well, how come that didn't work? Because it worked brilliantly over there. My main reason is, is that people are different. They have different cues and they have different ways of being able to interpret information. And NLP helps us to determine that so that we can communicate with them as best as they're going to receive the information that suits their styles.
Mark McInnes:okay. So is this a bit like, personality? So, you know, like you have personalities and you sell differently and you have to communicate differently to each personality.
Chandell Labbozz:Yeah, similar, similar, and it folds into that family. So, you know, NLP got its roots from, you know, modeling a lot of really, intelligent human behavior, realists, you know, adaptations from Freud. There's some adaptations from, Milton Erickson who is an amazing hypnotherapist, conversational, hypnosis, the genius of Tia who was a, you know, a granddad died. Communication and family therapy. And so it's about understanding some of the cues in the body language, in the linguistics that we use in the way that we filter our information. And of course our personality preferences as well.
Mark McInnes:Okay. So not just to make it a bit more confusing. So I, I really like the theory behind ethical persuasion. You don't like re-up. So, and you know, that Robert killed and he talks about the six near seven. Principles of persuasion and, you know, they, they geographically sound and they're across all cultures, et cetera. Is this the same sort of thing or slightly different or is it just in that family, but different again?
Chandell Labbozz:They're very similar in the same family with some slight adaptations and different ways of describing some of the filters, but I'm a big fan of CLD and his work. I think that, you know, some of those things, when we, when we understand some of those cues, it just makes such a huge difference. But I suppose if we, if we take it up one level further, you know, one of the things that we know about people, is that we, we have. And, for many, many years, we have thought about business and our emotions as being quite separate. And so one of the things that we talk about at loft puzzle is that, you know, because we have this subconscious mind and our conscious mind, and just to give a distinction for the listeners, our subconscious mind is kind of the domain. All the emotions, all the behavior, all the ways that we learn and the way that we create change. And we live about 90% of our lives unconsciously. And then we have our conscious mind, which is our logical rational thinking brain. And we only live about 10% of our lives consciously. So I often distinguish the two as being the conscious mind is very much the goal setter. So it'll work out. What do you want to create? Whereas the unconscious mind is the gold ghetto, because all the behaviors that you do, whether it be communicating or working efficiently, et cetera, all those behaviors actually come from the subconscious mind. And so I'm sure you've heard it before where people say that, you know, we buy emotionally and then justify logically,
Mark McInnes:Yeah, I was going to ask about that. Yeah. Yeah. Perfect.
Chandell Labbozz:go ahead, go ahead. It was there
Mark McInnes:No, it's going to say, does that fit into this, into this mindset? So you hear everybody all the time saying people justify with, you know, they buy emotionally and then they justify it with logic. You know, like I needed to buy the red sports car. Cause you know, I needed, I needed to get to work quicker.
Chandell Labbozz:Yes, exactly.
Mark McInnes:the tires are worn out
Chandell Labbozz:come up with a bit of persuasion if you're talking to your partner or your significant other. And so, you know, this is exactly the case, mark, you know, people will buy emotionally. They generally will make the decision to buy emotionally. And something pulls at the heart strings or some kind of need arises and people will generally make the decision to buy them. And when, when it comes to the point of, what we call remorse, I'm sure you've heard before, you know, people can buy something sometimes, and then they have remorse. It means that whatever, you know, logic that we've applied behind the decision to buy doesn't stack up against the, the needs from a logical perspective. But what I've found in the training that I've done. And also, you know, when I worked professionally as a, as a full-time, you know, BDE or account manager or salesman. Was that for a lot of people because of that belief that, you know, there's no place for emotions in business. Some people go into a sale and they're talking only logics and facts. And so here's why my product better. Here's the features and benefits on why we're so good. This is how much experience we have. You know, here are all of the, all of the data's the spec or the data, the specs, you know, all those sorts of things. And so we're leaving 90% of the conversation. Off the table when we do that. And so w we're also failing to actually connect with who's the individual on the other side of the table that has these needs, that emotionally could potentially have an impact when they make that purchasing decision.
Mark McInnes:Yeah. Okay. And the reason why we do this. That's 90, 20, 90, 10 math. I'm not very good at math. Now the 90 10 split is, is that because like our neocortex just choose so much energy that if we were to run on a hundred percent using their neocortex, that we would basically be asleep all the time. And therefore our brain looks for those pathways that it's made before to. To follow, like I've made this decision 10 door handle. What's my favorite. Right? So, you know, when thinks about how to use a door handle, right. They just walk up to the door handle and it works every time, but there's probably four or five different ways, you know, whether it's a lever or it's a ramp or a sliding door or whatever, but you don't think about it because you've made that decision so many times. Is that, is that why this 90, 20 thing exists to save processing power in our brain? Or is it something else?
Chandell Labbozz:Well, it looked, there's definitely some roots in the brain science in the way that our brain processes information. And so middle high Chet sent me, I, who was an Austrian neurobiologist. He wrote the book flow a quite a great raid for psychology and the way that we do our behavior for anybody who wants to take a look at it. He just stopped. He established that we got 11 million bits of information coming into our brain in every single second. And out of those 11 million bits were only capable. I know, I know it's overwhelming. Isn't it. When you think about, imagine I'm throwing 11 million toothpicks toothpicks at you, right? Your room would be full in no time, just a matter of seconds, but what's most important about that. Mark is that out of those 11 million bits, we're only capable of dealing with 126. So there's all this data that's coming into our neurology. Well, we can only grasp 126 bits. And so I like the analogy that you used about the doorframe or sorry, the door handle. It's very much that we are defaulting to things that we know or experiences that we've had because we filter those 11 million bits through. The existing memories that we have, the learned behaviors, our values, our beliefs, the way we process our language. And we create a picture in our mind about what that means, that impacts how we feel, which impacts our physiology and those three things together actually produce the behavior we respond with. So a lot of our behind. We are on autopilot. They're unconscious. It's kind of like, you know, you do what you've always done. You get what you've always got. And so if you keep doing the things that you've only ever done without interrupting patterns, then you continue to do those autopilot behaviors without actually thinking about it. And that's why 90% is unconscious because we can't physically process all the data that we're getting from a conscious perspective.
Mark McInnes:Okay. Got it. Got it. Yeah, that makes, that makes perfect sense. Okay. So we've, we've done the theory to death, so I think everybody's got that. So, so well, well done very well on it. Good job. And explaining that to you and Dale. Thank you. So, so how do we use this in sales? So how salespeople are listening? Why should I care?
Chandell Labbozz:Yeah, absolutely. So there's, so there's a couple of different reasons. And so, you know, for the listeners who perhaps, maybe aren't familiar, I actually am a sales person, have been across multiple different industries in my curiosity. The field was because as salespeople, we're always looking for different tools on how we can relate better to people and understand what makes them tick. And why does it work over there? Why doesn't it? And so my transition into this field, and on the pathway to becoming a master trainer of NLP was mostly. Being fascinated by human behavior. And so most people who are in sales have an affiliation towards people and understanding them and understanding how we can interact with them in a better way. And most importantly, a term that's been done to death is rapport, right? And rapport is one of the foundational pieces of neuro-linguistic programming. And I don't particularly like to call it rapport a lot to call it building trust. And so, as we know, you know, when we're in sales, when we have trucks, The rest is just details. And so, one of the things about NLP is that one, we can learn how to build rapport with people much quicker through our nonverbal cues, as well as our verbal cues, understanding what are some of their filters and their values. And also understanding what is the, what is their preference for communication. And I'd like to share a gift with your audience as well market. If anybody's curious about, you know, how their communication might be killing their results through perhaps using the wrong type of communication for the wrong. They're not going to encourage them to, have a look, and, take the quiz. And then I've got some, some explanatory training that's complimentary to your audience. So if they'd like to get that, that, that cue. And so what often happens is people with. You know, sell to everyone else the way that they like to be sold to. And that's part of that unconscious programming, because we tend to think, well, one of the prime directives of the unconscious mind is we think that everybody else is like us and we get quite selfish in the way that we interpret the world. And I don't mean like selfish. I don't want to share my chocolate with you. I mean, selfish, like self-involved in the sense. Well, you know, because I think that must be what he or she is thinking. And so. By looking at some of the techniques from NLP, we can start to get curious as to how people have those different preferences in their communication and be more flexible in the way that we present our information to them so that they feel more comfortable. So it's a little bit like what I was talking about before with the feeding salt of horses, you know, what is the right salt for your horse? So that, that way. You can present your value proposition in a way that people really connect with it. And of course, the other thing is about objections, but sorry, I saw you wanted to ask me a question there
Mark McInnes:Well, I was just, I was just going to ask you to try and pad that out into like, detail. So for example, like if we would have, would that impact the way that we wrote an email message, for example, or
Chandell Labbozz:100%. Yeah. Sorry.
Mark McInnes:you give an example of, of, of, of an NLP? Correct.
Chandell Labbozz:Yeah, a hundred percent. So there's a couple of different things. So, as you know, we bring information into our neurology, excuse me, we bring information into our neurology, through our five senses. And there are some people that would have a preference for visual information. There are some people that prefer talking to somebody and hearing what that person has to say. There are other people who kind of need to walk them through things or get a grasp on it, you know, from a kinesthetic perspective. And some people actually need some facts and data. So in a sales presentation, if I am a visual person and the person turns up, who's auditory. They might just tell me about all the wonderful things. And this actually happened to me. It's one of the, the, the stories in my bookmark. And I won't give the whole story cause I know we're limited for time today, but at a high level, when I was being sold to, by a person, they had, auditory as being their main preference of communication for making. And so they told me all about their program and gave me, you know, testimonial testimonials from other people told me that I could call other people and talk to them about their experience. And I asked the lady I set up, sounded great. I was ready to move forward, genuinely, ready to move forward. And so I asked her if she could just give me a one pager or a quick doc with like a couple of bullet points on the high level stuff we discussed. And then we could go ahead and fill out the contract and get started. She took that as an objection, because I was looking for visual information, being a visual chunka or a visual preference. And she thought, well, that was a fall ball for an objection. And so she never sent me the information. I couldn't activate my buying strategy and she lost a sale as a result of it. And so we make assumptions all the time. You know, people's different preferences and other examples. So that's the difference between now our five senses and the preferences that we have in the second example, which ties into the email that you talked about is the way that we use language. So people actually interpret language in various different ways. And one of the things that we know of. Humans is that they don't process negatives. So, you know, things like don't not, won't all of those sorts of things. We call them negations. So if I say don't think of a blue tree, don't think of a blue trade, don't think of a blue trade, then you're probably thinking of a blue tree. So often when we say dying, one of the most common things that I've seen sales professionals and actually anyone who sends emails, often they sign off emails and say, if you have any questions, please don't hesitate to contact me. And so what happens is the don't gets crossed out and we're actually saying to people, if you have any questions, please hesitate to contact me. That's how the brain interprets that. So I often say to sales professionals that go through some of the NLP programs or some of our sales trainings, I say. So you get the way that you want it. What, like, I'm sure that your intention is that if you have questions, please reach out to me. So say that instead, say, you know, if you have any questions, please feel free to reach out and give me a call or send me an email.
Mark McInnes:Oh, wow. I kind of have been making the mistake forever. Okay.
Chandell Labbozz:Sorry, my outlook. I was guilty of that too, before I learned about language. So for sure.
Mark McInnes:Yeah. Okay. So w so go back, going back to that example that you shared about, you know, the Y that you bought and the one pager, how do we know who's who's who like, like, do you know what I mean? Like, how do we figure that
Chandell Labbozz:Yeah. So, so like I mentioned before, if anyone's, who's listening wants to take that preference test, but I do understand that there's a limitation because you know, this is what I used to say. My trainers, you're not going to walk up to your prospect and say, excuse me, Mr. Client, are you going to take this preference test so I can figure out how to sell to you? We're just definitely not going to. So there are ways that you can do it formally with quizzes and things like that, but there's actually a lot of different cues in the way that people behave. And I do have these outlined in the book. So do encourage everybody to go and grab a copy of the book. One of the things is that there are certain characteristics. So for example, someone who is a visual preference person in their natural, their natural style, they might talk quite quickly or you'll notice that their eyes move up a lot because they're accessing visual parts of their cortex. You know, there there's different. Where they might have a posture in a certain way, or they breathe into a certain area. And so we can tell from some of their behaviors, which of the preferences they are, for example, a kinosthetic preference person might move a little slower, or they might speak a little slower, or they might breathe really deeply into, you know, into their diaphragm as opposed to, you know, high up in their chest. So there are certain cues in people's behaviors that we can actually get. We can get these tip-offs and I'll actually just share a quick example of how much of an impact this can have. You know, let's, let's think about someone who might be doing a lot of cold calling. Right. I know that there are a few people out there that like myself don't mind, a little cold calling. I know that there's a lot of people who don't like it, but you know, we do have to pick up the phone. So, one of the things, when I was coaching, or leading up to. I was a sales manager for a particular team, and I had a staff member who was making a lot of cold calls. And so she had a terrible, a terrible strike rate. When I first started working with her out of every hundred calls, she'd get about 1500. And the audience that she was calling was typically just, you know, and I don't want to stereotype too much because obviously different people have different ways, but the audience that she was calling was typically, either kinesthetic or what we call auditory. And so some of these cues and Tupac's was that they would often answer this and answer the phone with a very low gravelly tone of voice. They'd often talk very slowly. They needed time to process information. And this particular lady was very friendly, very outgoing, very loud, very fast. And so she'd bring up and she's like, hi. And people would often hang up on her because they were so overwhelmed by the speed and the. Of her tonality. And so I asked her to slow it right down to the point that it almost felt infuriating to her and she didn't change anything about her script, only her tone of voice, and also the speed at which she delivered. And so by doing that, she was able to get better nonverbal rapport with these people. And in the space of two to three weeks, her closing ratio for appointments went from 15 out of a hundred. 85 out of a hundred. So, you know, when we know people's preferences for communication, we can adapt our styles so that they feel more comfortable when they feel more comfortable. Generally there's less resistance and with less resistance, there's less objections. And often, you know, you get to a deal a lot faster.
Mark McInnes:Okay. So I might be backing up the wrong tree. So if I'm asking the wrong question, feel free to strike. So would it be likely that people in the same roles know w would be attracted people would have the same style? So what I'm thinking about now is like, you know, the description you use it made me think about senior. It. Right. Right. So they're all, you know, pretty much lay under 50, you know, 30 to 50 mostly males. And they've got a certain personality type. Would they all have a S be likely to have a similar preference or, or is it different to that?
Chandell Labbozz:It's so funny that you say that we're at lifestyles. One of our longest standing clients is a technology company. And so, you know, we work with the whole company, both engineers, as well as sales professionals, as well as project leads, the managing director or the CEO that everyone in the company, we work with them. One of the things that we do. Eliane and the pace was, we actually got everybody to do the preference test. And what we found was that most of the people who worked with the company and had things to do with it had an auditory preference and their backup representation was an ADSL, which is self-talk. So a lot of internal dialogue. And so what was, we used to make a joke, the CEO, Steve would make a joke with me and he'd say, you know, when Sean Dale comes to do training and she draws on the whiteboard or the flute shot, that's really just for her. Cause no one else cares about the picture.
Mark McInnes:Well, maybe that was true. That was your way
Chandell Labbozz:It really was, you know, most of them were interested in what I had to say and the pictures were for me to help my pace and lead myself being mostly visual. So yeah.
Mark McInnes:now. Did you know a product or a software product called crystal?
Chandell Labbozz:Yes I do. Actually. Yes.
Mark McInnes:So does it, does that, is that helpful in this regard?
Chandell Labbozz:Even that sense. One of the things that I've noticed from using crystal roses, that most of the time when it's identifying is more of your disc profiling. And so in the disc, you can find some correlations to preferences. However, it's not a, it's not a like for like it wouldn't map across as closely as perhaps maybe, you know, tuning into some of those cues and, and really mark what we're looking for. And this is one of the things that I talk about in the book, you know, The most, the most, the most successful sales professionals or business owners, or even like, you know, humans in their expert area of expertise are most flexible in their behavior. So the idea is that you want to actually strengthen your weak area. So when I first started learning about NLP, I was very good at being able to communicate with people who had a visual or an auditory preference. Cause they were similar to me. What I had to learn and put a little bit of an emphasis and energy into was learning a little bit more around how to be more adaptable. When I was meeting with people who might've had a kinesthetic or an auditory digital preference, because that was something that was not my second day. So what, what you really want to do, or what the listeners really want to do is to start to strengthen the way of communicating with the preferences that are perhaps not, not yours, your forte or your strength. So you want to be able to have flexibility across all the different types. And then that gives you more adaptability depending on who's in front of you.
Mark McInnes:Okay. So what he's applied of work on your weaknesses
Chandell Labbozz:Correct.
Mark McInnes:to even it out rather than working or just playing to your strengths?
Chandell Labbozz:Well look, I mean, I think that it depends on who your audience is. So if we think about the sales professional that I was, I was a leading in that team. Her audience was very much categorized, you know, consistently in that case and ID. Quadrant. And so if she wasn't flexible and didn't develop that area of weakness for herself, she probably would have still got, you know, rubbishy sort of results. So it doesn't mean that when she came across someone who was more like her, that, you know, she couldn't have good results because, you know, it's that, that's that natural rapport that happens. And I'm sure we've all had it when we meet someone that's like us and we go, oh, you know, it feels like I've known you forever. Oh, we only just met and that's mostly because, you know, you're picking up on the cues that, that person's like you. So, it just depends on what your goals and your ambitions are. If you're working with an audience that has a preference, that's different from yours, and you have to learn how to get great results in that audience. And definitely you want to work on those weaknesses or you may choose, Hey, I've got a choice. I can target this market over here, which are people who are much more like me and have my preferences, then, you know, I can narrow it down on that.
Mark McInnes:Yeah, and this is another great reason why you should be segmenting by verticals and not selling to financial services one day, you know, it, the next health, the next, you know, like get those verticals, figure out who your target market is and split them into vertical so that your communication styles don't need to flip from one to the other. I mean, it must be hard on our brains to go from one or the other, whereas if you can think, okay, I'm just going to be talking to it professionals for the next two weeks. You know, they're likely to be used, responding this way. It's going to make it much easier for us as salespeople. You know, I still see so many people flipping, you know, all over the place, so you're making it hard for
Chandell Labbozz:I'm a hundred percent with you in terms of the niching conversation. When I see people who are doing it really tough, trying to, you know, develop 15 different types of pictures for different audiences. I'm like, why are you making your life so hard?
Mark McInnes:Yeah, look. Okay. So this is really cool. So I've really enjoyed this. W people want to get started. What's the best thing for them to do? Is it to do your quiz? Is that.
Chandell Labbozz:Yeah. Looked at. Definitely look, I I'd highly recommend that they go along. I'll provide the link so that you can pop it in the show notes. And so they can go and do the quiz. There's a short 20, 25 minute training after that, that gives some more explanation. So that you know what to do with the information once you have the quiz. And for those of you that might be curious about learning, you know, how to adapt or deepen some of these skills, then there's some really valuable information in the book. So, you can learn some of the different words people use when they've got these different preferences, which can affect not only your pitch, but also maybe some of the emails you're sending through the marketing that you're putting out there to support getting more appointments and more sales. So I highly encourage you to take a deeper look.
Mark McInnes:Okay, so that sounds pretty good. So you're going to give us access to a little quiz to find out for free. Thank you very much. And X a link, which putting this in the show notes. And then in the show notes, also, I put a link to get access to the audio part of the book.
Chandell Labbozz:Amazing. Yes, that's correct. Yeah.
Mark McInnes:Very generous. Thank you very much. So how can we pay you back? Like w do you want us to follow you on LinkedIn, Twitter? Like you say some sort of social media, we can interact with you. What if people read the book and, and want to hire you? W where do we go from here?
Chandell Labbozz:Wonderful. Look, you know, as, as per you know, all, all organizations, we have a website where there's lots of different ways that you can get in touch with us, and we have different programs for different areas that you might be in depending on what kind of sales you're doing. So, in addition to that, I'm often putting out a lot of content and, you know, information that will help you along the way through LinkedIn. So you can definitely follow me. And the one other thing that we have, if you're a little bit curious about NLP and sales, but you're not quite sure whether or not you're ready to actually undertake some training with us, but you'd kind of like to get a little bit more of a finger on the pulse, on what it's all about. I really encourage you to come and join us in our group on Facebook, which is the NLP sales mastery academy. So I put out a lot of mini free trainings and information and stuff that people can get a taste and real tips and things that you can implement right away in. So I really encourage you to come and hang out in there for a while where we've got some great conversations and things like that. So that's how everybody can get in touch.
Mark McInnes:Awesome. So that's fantastic. I really grateful on behalf of everybody else for you being so generous, showing up, we didn't get to speak about objections, but I think that gives us an opportunity to ask you back. If you come back on another day and we could talk about that,
Chandell Labbozz:I would love to mark. Thank you so much.
Mark McInnes:Thanks for being on the bus podcast. I really appreciate it.
Chandell Labbozz:Thank you so much for having me have an amazing day.