Michael Licenblat

Team engagement and output capacity have been impacted by continual change, disruptive uncertainty and pressure overload.

Leaders are doing what they can to support their staff and, despite becoming exhausted and overloaded themselves, are still struggling to lift and sustain the team's output, engagement and retention.

The key to team engagement is for leaders to help their team turn strain and setbacks into energy and enthusiasm. The reality is, however, that leaders need to do more than manage processes and operations, and widen their understanding of human behaviour if they want to create a high performing team.

Leaders need to understand the psychology of engagement so they can draw out their team's motivation - without being their cheer squad.

In this presentation, Michael will show leaders how to create a culture where people step up, lean in, switch on and stick around.

Participants will learn how to:

- Understand the foundations of building a pressure proof culture
- Draw out high performance behaviours from their team
- Use the principles of intrinsic motivation to improve standards and workflow
- Build lasting engagement, loyalty and trust within your team

Creating high performance teams, 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.

Strong communication skills form the foundation of team trust, honest feedback, true respect, client loyalty and lasting engagement.

Your ability to have clear and positive interactions with people lifts team cohesion, raises benchmarks and improves productivity.

Being able to confidently address and resolve issues reduces negative undercurrents, decreases turnover and lowers resistance.

In this presentation, Michael will explain how to build a cohesive and frictionless team without becoming drained.

Participants will learn how to:

- Be more influential with challenging, non-compliant or negative people
- Stay cool and calm during an emotionally charged interaction
- Communicate well with different personalities by reading their ‘Pressure Patterns’
- Resolve issues quickly and effectively without becoming drained

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 push backs 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.

Your ability to turn setbacks into springboards will determine if you are able to bounce back fast and move forward and achieve more or whether you sit in self-pity and stay stuck after a setback.

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.

Participants will learn how to:

- Recover quickly from rejections and challenges to achieve more
- Keep their ‘drive alive’ by not personalising rejections or pushbacks
- Use failure as a stepping stone to project you forward
- Develop a resilient mental attitude to stay focused and dollar productive in tough

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.

A major key to your success is being able to turn obstacles into opportunities and complaints into contributions. Being able to flow with change, adapt to pressure, and remain engaged and motivated is the currency of success.

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 explain how to build your professional resilience so you can out-achieve your competition and thrive.

Participants will learn how to:

- Bounce back faster from setbacks and challenges
- Be adaptable and resourceful when dealing with change and multiple pressures
- Remain motivated under pressure with a resilient mental attitude
- Sustain your energy in a competitive environment – without burning yourself out

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 clients, mine your database for leads, and setting up client meetings can mean the difference between your success and failure.

Many people, however, avoid business development because they don't like it, it feels 'salesy' or because of the fear of rejection. This places a lot of strain on a handful of people in the business to find new clients, making business development a burden, reactive and inconsistent.

This is not a 'hype up' session, but a practical look at the principles that drive technically orientated people to get past their call apprehension and sales aversion to achieve their business development targets – even when they don't feel like it.

In this presentation, Michael Licenblat will demystify how to turn reluctance into confidence and make business development feel comfortable and frictionless.

Participants will learn how to:

- Overcome the reluctance and call aversion to initiate more leads and new contacts
- Get past the 4 motivational killers that slow down business development activity
- Become confident and comfortable to approach new (and existing) clients
- Focus your time and energy to reach your client revenue targets faster

There is so much time, resources and energy invested into making plans, creating strategies, formulating new initiatives and writing vision statements yet only a portion of all that hard work ever gets implemented. Why is that?

People are mentally wired with an innate desire to achieve more and feel a sense of progress - so motivation should organically be a part of any project. The challenge is that overload, uncertainty, disorganisation and fear and can turn all that enthusiasm into procrastination and inconsistency of activity.

By dissolving the barriers, resistances and obstacles to action, you will be able to tap into lasting motivation to stick with your goals until they are achieved. In this presentation, Michael will unpack the psychology of implementation and share how to get traction, make progress and stay on track to achieve your targets.

In this presentation, Michael Licenblat will demystify how to turn reluctance into confidence and make business development feel comfortable and frictionless.

Participants will learn how to:

- Turn your procrastination into progress and activity
- Use the principle of momentum to take consistent action
- Stop over thinking yourself to death and being paralysed by analysis
- Get past your excuses and resistances and do the tough stuff