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Put the polish on your new sales year

January 17, 2014 in Brain Science, Brand & Reputation, Neuroscience in Sales, Presentation & Grooming, Sales Presentation & Grooming, Self Development, Self Promotion

I have previously written about ‘putting yourself in another’s shoes’, however, I have never written about actual shoes before. In this post I wanted to raise awareness about our attire, our physical presentation – as sales and business professionals.

There are 2 key areas we need to consider:

  1. The overall congruence of what we are wearing and how we present
  2. The relevance and suitability of what we are wearing and how we present

You may think this topic doesn’t matter much with the broader and more relaxed approach to business attire these days, but it does. Consciously or not, people, are making several decisions on different levels about you when you meet with them: They are assessing whether they can trust you, whether they can connect and relate with you. They are assessing if what you are saying matches the non verbal signals presented. And they are looking at your physical presentation – the whole package if you will. They might for instance assess whether you seem to take care of yourself. ‘If you don’t even care for yourself, how am I to expect you to take care of me?’ is the assumption that people might make. In a business context they might wonder if you understand them and their industry. For instance, knowingly turning up to a muddy construction site in high heeled shoes and summer dress for a day’s worth of work in the field with a client may cause quite some doubt about your expertise “in the field”.

We know that common sense should prevail in these matters however, with so many changes in business attire in recent times it’s probably worth taking a look at some of the common sense practices that never go out of date.

The importance of congruence

congruenceAs we have written before, our brains are wired to risk, therefore our brains are looking for things that match and things that don’t so that we can make decisions quickly to protect ourselves from unnecessary danger. When we meet people and vice versa our brains are looking for congruence. The brain likes congruence – when everything lines up and makes sense. Congruence is the state achieved by coming together, the state of agreement. The Latin congru? meaning “I meet together, I agree”. As an abstract term, congruence means similarity between objects.

In short when it comes to sales and our personal presentation including our attire it means everything needs to match or else our prospect or customer will become fixated on and distracted by the things that do not match.

It may sound trivial on the surface but incongruence can be a real game changer. For instance, if you meet a man who is wearing a nice suit, his shirt and tie are clean, he’s had a good shave, smells nice, however his shoes look like he last took care of them five years ago what is going to happen? You are most likely going to be distracted at best by the shoes and it could change the way you think about that person. In short, the shoes are not congruent with the rest of the appearance. This will keep your mind occupied, distracted and might make you wonder what else about this person is just “covering up”.

Now I’m not talking here about being obsessed with clothing and becoming a ‘peacock’ or the latest fashionista, however when considering what you are wearing and what message or impression you would like to leave, the little things do count. It’s those little things, whether we like it or not, that can significantly influence how others perceive us and our overall appearance.

Most important rule: It’s all about cleanliness.

Are your clothes (including shoes) clean, well pressed? How much care did you apply to your body in regards to cleanliness, grooming and a pleasant yet unobtrusive fragrance? Is your brief case, laptop, phone, car, etc. clean and well kept?

There is nothing more off putting than being in the presence of someone who appears bedraggled or messy or smells unpleasant. This, by the way, is not just about body odour or bad breath but also about people who insist on spraying half a bottle of perfume or cologne on themselves. Either way, the other person is overwhelmed by their smell, especially in closed quarters. And what about our equipment and clothes? How do they present in terms of cleanliness?

well-dressed-manThe human brain can take in a lot of information in very short time – you may not consciously register it but the subconscious will notice the chipped nail polish or the dirty marks around that tie that has not been untied for 2 years, the frayed edges of your trousers, the dried sweat marks in the armpits of your suit, the shoes that have never been polished since they were bought, or the worn mark on the back of your right shoe and heel that comes from driving your car. These and many other little things are what people see and these could set up cognitive dissonance or incongruence with how you are perceived by your client or prospect.

As sales professionals the first thing we need to remember is that we need to build trust. We need to make sure that our customers and prospects feel at ease with us. Anything that causes them to be distracted or make them feel uneasy will make it harder for us to work with them.

I admit I do pay attention to these things and I have found that I am not alone. You think shoes are an issue? Here are some comments from people who pay attention to shoes, ties, belts, hem and necklines, etc. These are their comments from a web chat room about this topic:

In fact a good pair of shoes can make a cheap suit look good but even a good suit looks cheap if worn with cheap or badly kept shoes.

What is also annoying is the way some guys wear their ties!! What’s that about?? Loosey goosey, the knot looking more like scrambled eggs than a tie. How hard is it to look good and put some effort into: 1) shining shoes, 2) tying a decent looking knot?

Don’t even get me started on belts…sometimes you’ll see a great looking suit, good or decent shoes, and then there’s THE BELT!!! what a nightmare…it seems like  fallen at the seams

Why do some women, usually young women, insist on wearing the neckline of their tops too low? Save it for the nightclub.

My son has informed me that the two things women check out to gauge how well a man looks after themselves are if they have clean well kept shoes and nails.

I agree. Your shoes are an extension of you and how you conduct yourself. It baffles me how people dress for a job interview these days!

I had three equally qualified candidates for a good job. The young man whom had his suit tailored and shoes shined got the job.

The last comment is very telling. You just never know what will get you over the line. So why risk possible exclusion because you didn’t take the time to keep your shoes in good repair, you didn’t change your shirt or get rid of those white socks before you jumped into your suit, you didn’t remove that chipped nail polish, or take up that hem and so on? There are good shoe repairers, dressmakers/tailors, manicurists, etc. who can help you keep a clean and well presented appearance – an investment worth considering!

Relevance and Suitability

As I mentioned at the beginning, over the last decade or so we have seen a more relaxed approach to business attire. While there are still industries that expect business suits and more formal business attire, other industries are more relaxed in their dress codes, think advertising, IT, etc. Even in banking I found that a tie is not necessarily a minimum standard any more.

Business Casual FinalThis is perfectly okay with most people; however, there are still some guidelines we need to consider if we are going to make the most of our sales opportunities deriving from personal meetings. All it takes is in fact a bit of common sense and the effort to observe our environment.

With more relaxed dress codes it is important to be aware of:

A) The General Trend

B) The specific attire of your industry or clientele (industry).

Changes in fashion may change some things, like the width of lapels, the cut of pants, or the colours of blouses, shirts and ties. Basic professional attire does not change with the whims of fashion, however whenever there is change in dress codes you will find that there will be people who explore the extreme end of the spectrum – the more avant-garde or radical styles, and those who try to stick to the old school of dress codes.

There is danger in both these extremes – for instance you may want to wear the latest grooviest patent leather, strappy platform shoes with a mid thigh skirt and flowing blouse in a formal business meeting in town, but despite being dressed up to the height of the fashion, this might be way too relaxed for the occasion or the industry. Or you may want to stick with the formal suit and tie because you want to be perceived as a serious business man despite the fact that all your customers are fine with polo shirts in the heat of midsummer and might perceive you rather as uptight or old fashioned than a credible business partner.

I know that some women think that this is cramping their style if they need to restrict their creativity and personal style. Believe me I know. I have made some bad dress choices in the early years of my career in sales and business. Trying to be a fashionista and professional business person at the same time is hard to pull off.

Determining appropriate business attire can be mine field, and given the wider variety of dress codes on offer this can lead to some confusion over what one should wear and when. So what do we do?

It’s all about the relevance and suitability of what we are wearing and how we present to others.

This could mean that one day we are suited up and more formal in our attire and the next day we are able to dress down to something more casual.

western-work-shirtWe understand that for some professions, like people who work in the agriculture or in industrial sectors, their attire may require polo shirts, cotton drill pants and work boots of some nature which account for the rugged terrain they are likely to encounter in their daily work. However, even the sales people whom we meet in these professions seem to know that keeping their clothes and boots clean and in good working order is tied up with their levels of professionalism. In fact I would say that I see sales people with more clean/polished foot attire in the ‘rugged’ professions than I do in the city high street roles. Interesting, isn’t it? Have a look around when you’re in the CBD or business district next time.

As a general rule it is recommended that if our work environment is changing in terms of dress code we should not opt for the lower, most progressive or avant-garde end of the spectrum of styles. It is suggested that we stick to the top half of the industry’s or environment’s dress code. However, this does not mean we have to be conformist or invisible. We can still dress in a style that suits us and our personality, however we just need to remember we aren’t just dressing for ourselves we are dressing for others too (remember Theory of Mind). We are dressing to ensure that we can continue to create trusted relationships based on a fair exchange of value.

It’s HOW you think, not WHAT you think

October 31, 2013 in Attitudes & Behaviours, Coaching, Neuroscience, Neuroscience in Sales, Sales Coaching

What type of salespeople do you want on your team? What type of salesperson do you want to be?

Do you want salespeople who do as they are told or salespeople who think for themselves about possibility, finding new opportunities, looking at different ways to address problems that are still effective, if not more profitable than the current ways, etc.?

We cannot deny that we live in a complex world where outputs are often unpredictable. I hear sales leaders crying out for ‘smart intelligent’ salespeople.  And I know customers want to engage with smart salespeople too.

smart and intelligent

smart and intelligent

When I ask sales leaders and clients alike what they mean by ‘smart and intelligent’ this is what they are referring to:  Salespeople thinking on their feet, finding different answers, innovating, coming up with ideas, preventing and solving problems. All these are essential capabilities if we want to succeed in business and in sales and be of value to our clients.  And this does not mean that we have to come up with some new solution each time we sell or sell in something that cannot be delivered.  Good salespeople know the importance of ‘making promises you can keep and keeping promises you make’.  (Thanks Peter Finkelstein for this lovely quote)

But in today’s market place we, as salespeople, have to have the thinking fitness and capability to come up with new solutions when the old ones just don’t work anymore or our client is looking for something new or fresh.  Yet, many businesses and their leaders stymie (prevent or hinder) their people’s ability to think about how to solve problems, come up with new ideas and take advantage of an ever changing world. Instead, these business leaders tell their people what they should think. They do not allow their salespeople to make decisions in the field or have the levels of authority that allow for better and different solutions. Their people hear messages such as ‘That’s not how we do business around here.’  Or ‘It can’t be done that way.’ And such like. Sound familiar?

However, if we are going to get ahead the ability to learn how to critically think about things and empowering our people to do so is ever more important. Rather than staying inside the safe confines of the ‘norm’, the best sales people think about options, ideas, innovations and possibilities.  They come to you with ideas about how we can make things work better. They do not live by ‘how we can’t.’  I remember my mother saying “there is no such word as can’t”.

Learning how to think critically is a skill – it can be taught.  As cited in Wikipedia:

Critical thinking is a way of deciding whether a claim is true, partially true, or false. Critical thinking is a process that leads to skills that can be learned, mastered and used. Critical thinking is a tool by which one can come about reasoned conclusions based on a reasoned process. This process incorporates passion and creativity, but guides it with discipline, practicality and common sense. It can be traced in the West to ancient Greece with its Socratic method and in the East to ancient India with the Buddhist kalama sutta and abhidharma literature. Critical thinking is an important component of many fields such as education, politics, business, and science.

So why have we found ourselves in this critical thinking vacuum?

Well, William Klemm, D.V.M., Ph.D., is a Professor of Neuroscience at Texas A&M University and says the problem of poor quality thinking may stem from our mainstream schooling system which is then carried forward into the workforce with devastating consequences.  In an article published in www.psychologytoday.com he focused on the school system and the issue of standardisation. Here is an excerpt:

think-outside-the-box

think.outside.the.box

Too often, students are trained to look for the one “right answer.” Then there are state knowledge and skills standards, where students are actively discouraged from thinking “outside the box.” Many students lack the confidence to think for themselves and are actually afraid to try. The reality is that students are natural-born creative thinkers, but the conformity of schools has drilled students into a submission that precludes analytical and creative thinking. In our culture, the only place where it seems that insightful ideas are excluded is in the school.

Professor Klemm goes on to explain how we can teach critical thinking.

How does one teach critical thinking? Three ways:

1. Expect it. Require students to defend their ideas and answers to questions. Show them it is not enough to have an opinion or the ‘right’ answer. Students need to defend their opinions and understand how they arrived at the answer and why it is ‘right’.
2. Model it. The teacher can show students how to think critically and creatively about instructional material. Even in “teaching to the test,” show students how to think about alternative answers, not just memorise the right answer. Show why some answers are right and some wrong.
3. Reward it. When good thinking occurs, teachers should call attention to it and to the students that generated it. Learning activities and assignments should have clear expectations for students to generate critical and creative thought. A grading premium and other incentives should be provided. Rigorous analysis will only occur if it is expected and rewarded.

These tips are just as valid in business, especially in sales.

Customers desperately want to engage with people who bring this capability to the table. They want to work out the best way forward based on critical and reasoned analysis.

Today, the role of sales professionals is not to push the products, services or solutions that the organisation they represent offers, but rather to use that base, their skills, experience, thinking and knowledge to assist customers clarify their real requirements and then assist them in making valid, well informed decisions. In our view, when sales professionals fulfill this task they find that prospects want to buy from them, or at the very least, involve them in the purchase decision.

do not let your sales-people be robots

do not let your sales-people be robots

It is our view that in the 21st Century, with social media becoming such an important influence in business, salespeople who are able to help their customers make sense of the information and solutions on offer; be more efficient, and do more things better than they have in the past; be more effective and help their customers do whatever it is they do better, and who help their customers mitigate risk, are going to be the real winners. Therefore, a salesperson’s ability to think critically about the options available is vital to their ongoing currency and value to their clients.

So what do you want your salespeople to be able to do?

Stop wishing for smart intelligent people to come along – instead start training your salespeople to think for themselves. You might just find those smart intelligent people emerging right in front of your very eyes and your clients will be very grateful too.

Remember everybody lives by selling something.

Author: Sue Barrett, www.barrett.com.au

Writing, brain research and being a better salesperson

September 11, 2013 in Attitudes & Behaviours, Brain Science, Neuroscience in Sales

How does the act of writing affect your brain?* This is an interesting question that Rebecca Accadia, Barrett’s resident Organisational Psychologist, posed to us when she presented some research and facts she found on brain science thanks to Benjamin Starr.

As highlighted in a previous post, Take Note, we emphasized the importance of taking notes in client meetings and why it is so important to our success as sales people. Now we have some brain science facts to back it up.  Here’s what Rebecca found and why we, as sales professionals, should take note.

First some brain facts

“The Frontal Lobe is the part of the brain that is associated with speaking and writing. This area of the brain is also responsible for movement, reasoning, judgment, planning and problem solving.

The Parietal Lobe is also important in writing. This part of the brain interprets words and language. Research has shown that patients with damage to this part of their brain often have trouble spelling and writing by hand.”

cone-of-learning

We remember 50% of what we see and hear …

In sales it is very important that we can gather information and infer meaning from that information to then use it to guide us as to what to do next i.e. ask another question, explain a concept, introduce new topic, paraphrase, solve a problem, generate an idea, etc.  You can now see which parts of your brain are involved in that process.

So how does writing things down help us remember? And more importantly help us be better sales people?

“When you write something down using a pen/pencil and paper, you are stimulating a collection of cells in the brain known as the RAS – reticular activating system.”   

Many of you who have worked and trained with us will remember the RAS – a filter system that helps us filter and sort information. It also directs information to our conscious brain and helps us pay attention to what we are currently focusing on.

Benjamin Starr goes on to say that “The physical act of writing brings information to the forefront and triggers your brain to pay close attention.”

ancient-computer

Todays laptops are so much better for note taking.

Paying close attention to what is being said, understanding and interpreting that information is greatly enhanced by writing things down. Watch good sales people and you will see them writing lots of notes. Interestingly, in the digital age, I have taken to typing my notes on my tablet instead of handwriting notes.  It has taken some time to transition and I did have to train my brain to listen again as I got used to typing. However, the difference taking notes digitally has made to me gathering information more quickly and then being able to turn a proposal around more efficently has been fantastic. If you can I would recommend trying out taking notes via your tablet or PC – using a program like OneNote (part of Office) or Evernote. It will seem clunky at first but like anything, your brain will get used to it. Either way the lesson is – takes notes.

One final interesting note is that “writing can have similar effects on the mind as meditation. Your breathing slows down and you get into the ‘zone’ where words flow freely from your head. This can make stream-of-consciousness writing a very effective method for distressing.”

A fact I can attest to, now having written some 400+ sales articles plus trend reports and e-books.  I have found it very therapeutic to write as it de-clutters my brain for one thing and I find it a lovely way to express myself. I hope you too are benefiting from my writing output.   

*Reference source: BENJAMIN STARR managing editor of www.Visualnews.com

Remember everybody lives by selling something.

Author: Sue Barrett, www.barrett.com.au 

Why addressing Risk is 3 times more important than the benefits

August 28, 2013 in Attitudes & Behaviours, Business Acumen, Education in Sales, Neuroscience in Sales, Sales Psychology, Sales Skills

Plenty of time and effort is put into talking up the benefits of our products and services in a selling situation. Sales people often focus on why the benefits are important to our clients and how our client will be better off if they buy from us, etc.  This has been the mainstay of sales for years.

effort-required-brochure-designThink of all the time, effort and money that goes into meetings, brainstorming sessions, designing and creating glossy brochures and marketing materials (hard copy and virtual) to define and promote the benefits of what we do and offer.

Think of all the time and effort that goes into training sales people in being able to memorise and recite these benefits.

The common thinking in business today still focuses on our sales people knowing how to talk about the product’s (or service) benefits to differentiate themselves and supposedly making selling easier. But the client or prospect usually has something else on their mind especially into today’s turbulent markets.

A vital piece missing in the puzzle for sales people when it comes to the client’s decision making in the buying process is RISK. Addressing the Risk factor is critical yet Risk is rarely or poorly addressed by sales people when selling.  Often afraid to raise the matter for fear of upsetting or offending the client, or forgetting to talk about risk altogether, or not knowing how to talk about risk, sales people are at risk (pardon the pun) of losing sales if they do not address this important area.

Why? The human brain is wired to prioritise risk or danger above everything else.  If a prospect or client cannot feel safe with the decision they are making they are likely to avoid making that decision altogether.  Even if you present all the benefits that will  improve the effectiveness and efficiency of your client’s situation, if you do not discuss what will happen if they  don’t go with you, or if the perceived risk to change as too high then they will not move forward with the salesperson or the sale.

Work done by the only behavioural psychologists to be awarded a Nobel Prize for Economics – Tversky and Kahneman, proved that the brain is geared to first assess risk then benefits – in that order. Moreover, they also proved that if the benefit isn’t at least three (3) times greater than the risk, buyers will reject an offer.  In essence, they proved that people are happier when an expected tragedy doesn’t happen, than when an anticipated benefit doesn’t occur.

Which is why Risk is three (3) times more powerful in the client’s decision making process than the benefits.

Sales people need to be able to talk about Risk; the consequences of moving forward or not.  If we are going to address our clients’ priorities with great benefits we need to address the risk of not taking action as well.  Not all risk is real either.  Risk can been an illusion too. That is why it is critical that as sales people we do not shy away from exploring what risk means to our clients and prospects – real or imagined. We need to help them separate fact from fiction.

Risk ManagementThis means we need to be able to ask questions that uncover what our client means by risk. We need to discuss what the consequences are if they do not move forward. If we look at the following three definitions we can see that we need to address all three areas if we are to have an effective discussion with our clients about what they value and what we all need to do to move forward if we want the sale to happen.

  1. Effectiveness – how much better can I do? (from the client’s perspective)
  2. Efficiency – how much more can I do? (from the client’s perspective)
  3. Risk – what will happen if I don’t do it? (from the client’s perspective)

Getting clients or prospects moving, taking action, making decisions is more often than not about addressing the Risk factor.  As sales people we need to learn to not only talk up the benefits but learn how to talk about risk.  That can make all the difference.

Remember everybody lives by selling something.

Author: Sue Barrettwww.barrett.com.au

The Sales Brain – using neuroscience to sell

November 16, 2012 in Attitudes & Behaviours, Brain Science, Neuroscience, Neuroscience in Sales, Resilience, Sales Psychology

The science is clear, our success resides in how we use our brains – our brains can continue to learn, grow and adapt until the day we die. In 2012 and beyond we are seeing neuroscience and neuropsychology become the topics du jour for sales teams.  Learning how to train and in many instances, retrain our brains to incorporate effective thinking and habits will see brain smart sales teams forging new neural pathways leading to greater sales success.  ‘The Sales Brain – using neuroscience to sell’ was voted the 10th sales trend for 2012 from The 12 Sales Trends of 2012 by our readers.

For years, scientists and psychologists have heralded the application of neuroscience’s tools and processes as a pathway to wellness and success. The amount of knowledge we have discovered about the brain in the last decade alone surpasses anything that we knew before.

Now, it’s finally and officially arrived on the doorstep of sales and marketing professionals. If you are not training your sales, marketing, service and leadership teams in neuroscience and neuropsychology you could be left behind in 2012 and beyond.

Why focus on the brain?

focus brainThe brain is known to be like an electro-chemical machine and it’s our thoughts that affect the flow of our neurotransmitters across synaptic connections, especially the likes of adrenaline and dopamine. This in turn affects how we manage ourselves, make decisions and even recover from adversity. The brain is the key to developing our motivation and resilience levels.  

People who achieve their goals and sustain success over a long period of time have learnt how to manage their emotions and energy levels through good times and bad. They learn that it is important to pay attention to feedback and learn how to adapt and adjust to setbacks. By paying attention to their thoughts, feelings, emotions and behaviours they are able to develop in the following areas:

  • Self awareness
  • Social and Other awareness
  • Self Management
  • Relationship Management
  • Motivation & Resilience

All areas which are critical to leading a successful career in sales and sales leadership.

As the world becomes increasingly complex we are seeing people being further challenged to do more with less in the pursuit of productivity and profit – yet our pursuit for more with less is leading to erosions in productivity, poorer sales results, lower margins and more distressed employees.    Research shows that our attempts to multitask are creating performance issues – after all our brains are best designed to focus on one task at a time. An essay titled ‘Recovering from information overload’ from the McKinsey Quartely states “When we switch between tasks, especially complex ones, we become startlingly less efficient: in a recent study, for example, participants who completed tasks in parallel took up to 30 percent longer and made twice as many errors as those who completed the same tasks in sequence.  The delay comes from the fact that our brains can’t successfully tell us to perform two actions concurrently.4  When we switch tasks, our brains must choose to do so, turn off the cognitive rules for the old task, and turn on the rules for the new one. This takes time, which reduces productivity, particularly for heavy multitaskers—who, it seems, take even longer to switch between tasks than occasional multitaskers.5

In practice, most of us would probably acknowledge that multitasking lets us quickly cross some of the simpler items off our to-do lists. But it rarely helps us solve the toughest problems we’re working on. More often than not, it’s procrastination in disguise.”

In short our Conscious Brain is also every easily overloaded. 

brain overloadOne of the biggest detractors from achieving effective long term success in anything including sales performance is being in a distressed state for a prolonged period of time, reducing one’s ability to bounce back from adversity, make effective decisions and manage ourselves. Putting ourselves (or being put) under ‘constant pressure’ to achieve results (e.g. sales targets) with no consideration given to time allocation, preparation and resources can quickly lead to poor quality decision making, poor overall performance and unhealthy life practices. The resulting negative behaviour then probably contributes to the prevalence of poor sales results.

Why is this happening to us?

If we are constantly working under distress with increasing feelings of pressure to perform job related functions at a high level the brain and the body have no chance to return to “normal operations”. The feedback process that stops the fight and flight mode is inhibited.

When we live a life under constant pressure (stress) we are unable to engage the frontal cortex, because our emotional energy levels are drained away from our conscious brain and the unconscious part of our brain will run the show. We live on auto pilot and in a constant state of distress. If the hippocampus is damaged through such prolonged stress, the attribution of positive or negative events in life might be disturbed, we can become even more negative in our view of the world – a vicious cycle can begin.

And the really scary news which is backed up by huge bodies of research is that staying stuck in these flight and fight fear states can also lead to heart disease, strokes and brain disease. Not good for anyone and definitely not good for sustainable performance of any sort.

With business expecting us to do more with less, organisations are inadvertently setting themselves up for sharp declines in productivity and performance, leading to business decline and additional OH&S issues as distress becomes the norm.

Smart companies, leaders and individuals are taking charge of their destinies

Smart businesses are creating working environments where we can operate in the prefrontal cortex (the front part of the brain) with the time and value given to thinking and reflecting and working at more manageable pace (not operating on high intense speed all the time): this space for thinking and reflection allow us to think more clearly, make better decisions, listen more attentively, see other people’s points of view, come up with better ideas to problems and work together more effectively and more efficiently.  Overall the paradox of slowing down and taking time to think and act rather than panic and react will actually make us more productive in the short and long term leading to better outcomes for all – clients, sales teams, staff, leaders included.

Happy Sales Team

Happy Sales Team

The benefits of a healthy functioning brain

Smart companies, leaders and individuals are recognising that maintaining healthy levels of motivational energy (raw physical energy) and developing our Emotional Resilience is vital to our well-being and our overall functioning as human beings.   They are making time to educate and encourage their teams to use their brains more effectively with the following becoming a reality:

Increased Self Awareness & Personal Growth 

  1. Experiencing more positive emotions & less distress in their lives
  2. Increased desirable (wanted) behaviours & decrease unwanted ones
  3. More effective as leaders, sales people, partners, parents, friends, team players, etc.
  4. Managing the effect of emotions on personal level as well as at a team work, client engagement and leadership level.
  5. Feel happier more often
  6. Feel fitter, healthier and better able to handle challenging situations.

For more information on how to train your brain to healthier and more profitable outcomes take a look at our Functioning Brain Workshop, The Optimistic Professional workshop  and our Brain Science page contact us on 03 9533 0000.

For further reading on the Brain you may find these articles useful also:

Remember everybody lives by selling something.

Author: Sue Barrett, www.barrett.com.au 

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