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Bouncing back from setbacks and hitting targets

failure is evidence of effort, innovation and activity

In the world of business, service, and sales, no matter how confident, competent or experienced you are, setbacks are a part of every process. How well you handle those failures, challenges and problems will often determine how successful you are going to be.

Michael Licenblat is a resilience expert who teaches people how to achieve more in high-pressure environments by bouncing back from pressures, setbacks, and rejections.

Drawing on his background in Psychology, Shiatsu therapy, and over 25 years of Martial Arts experience, Michael has helped countless companies become 'pressure proof' and learn how to bounce back from the setbacks and rejections so they can out-achieve their competition.

In Michael’s upbeat, interactive and hands on presentations, he takes you into the world of reading ‘pressure patterns’ and building personal resilience so that you walk away with practical ideas on how to ‘keep your drive alive’.

Previous experience

Family: Born into a family of entrepreneurial parents, Michael grew up working inside the numerous family businesses and quickly learnt that success often came to those who can ride the bumps, get up, and keep going.

Pioneer: Over 20 years ago, Michael became one of the pioneers in building a successful natural therapies business through overcoming market rejection, refusals, and knockbacks.

Author: Michael is the author of ‘Pressure Proof - how to thrive in time of disruption, change, and pressure’. His articles are regularly published in several journals and, among his clients, he has delivered presentations to Toyota, Chemmart, REIV, Coles Myer Ltd., Pitcher Partners, St George, Smartline, SEEK,

Talking Points

Building Sales Resilience: Bouncing back from sales rejections, setbacks and challenges

Every year companies spend tens of thousands of dollars on training their sales teams in areas like prospecting, questioning and closing more sales. While this type of training is clearly valuable, it fails to address a key factor impacting sales performance. That is, the ability of the salesperson to manage the rejections and pushbacks they face on a daily basis.

As a significant proportion of initial sales calls, follow ups and meetings end in ‘No’, setbacks are a part of any sales process. Most salespeople, however, are never taught how to deal with the impact of hearing ‘no’, and as a result, their sales motivation and dollar productivity are diminished and the likelihood of future success reduced.

In this presentation, Michael provides practical techniques on how to bounce back from sales setbacks so that you can remain motivated and productive to hit sales targets faster.

In this presentation, participants will learn how to:
*Recover quickly from rejections and challenges to achieve more
*Keep their ‘drive alive’ by not personalizing rejections or pushbacks
*Deal with negativity and failure without becoming drained
*Develop a resilient mental attitude to stay focused and dollar productive in tough markets

Becoming Pressure Proof: Thriving in times of disruption, change and challenge

In your current business climate, you will be under great stress to deliver more in less time with fewer resources. You will be confronted by continual changes, pressured by rising competition, and faced with higher expectations. There will always be days of setbacks and failures; changes that you can’t control; workloads that never end, and problems that don’t seem to have solutions. You will be required give more of yourself, take on greater responsibility, and, at times, find yourself right out of your comfort zone. Will you be resilient enough to thrive?

The reality is that your business future will be filled with pressures and changes that will both challenge you and open up new levels of possibility. A major key to your success is being able to flow with change, adapt to pressure, and remain engaged and motivated - without burning yourself out. This is greatly determined by how fast you can bounce back from the setbacks, challenges, and pressures that may otherwise slow you down, wear you out, or get in your way.

In this presentation, Michael will walk you through the 5 levels of personal resilience so that you can achieve more in high-pressure environments.

In this presentation, participants will learn how to:
*Bounce back faster from setbacks and challenges
*Lift personal productivity when dealing with multiple pressures
*Remain motivated under pressure with a resilient mental attitude
*Thrive and adapt in a competitive environment - without burning yourself out

Building Business Rainmakers: How to hit sales targets in tough and competitive markets

In times where competition is growing and clients are more discerning, businesses will have to work harder and smarter to secure their market share and business revenue. Whilst most industry professionals are technically orientated, it is having the confidence and motivation to initiate new business, follow up with clients, mining your database for leads, and making the new calls can mean the difference between your success and failure.

In this presentation, Michael Licenblat will demystify how to keep your team proactive in their lead generation and follow ups, and remain motivated in the face of high rejections, and setbacks. This is not simply a 'hype up' session, but rather a practical look at the resilience principles that drive technically orientated people to get past their call reluctance or sales aversion and stay proactive and enthusiastic in their lead generation and achieve their revenue targets - even when they don't feel like it.

In this presentation, participants will learn how to:
*Overcome sales reluctance and call aversion to initiate more leads and new contacts
*Get past the 4 motivational killers that slow down your sales activity
*Become confident and comfortable to approach new (and existing) clients in a professional and ‘non-salesy’ manner
*Focus your time and energy to be more sales active and reach your sales/revenue targets faster

Maximize Your Influence: Handling difficult or demanding people without becoming drained

Creating high performance teams, managing people, delivering excellent service, and building client rapport is greatly determined by your ability to influence and communicate with emotionally charged people, without taking them personally or becoming worked up.

The quality of interactions between you, your team and your customers is the pivot point that either leaves people feeling uplifted and wanting to do more business with you; or results in tension and customers going to your competitor for a solution. In this presentation, Michael will explain how to read, and be more influential and effective when working with situations of confrontation, conflict, complaint, or with challenging, non-compliant behavior or negative people - whilst staying calm, focused, and in control. Not only will this help your team resolve issues faster, but these skills also promote an uplifting morale, and project a professional brand to the market.

In this presentation, participants will learn how to:
*Be more influential with challenging, non-compliant or negative people
*Stay cool and calm and dramatically reduce feelings of anxiousness, anger and frustration during a confrontation, conflict or clash
*Avoid taking people’s comments personally and be able to work and communicate well with any type of person by reading their ‘Pressure Patterns’
*Resolve issues quickly and effectively without becoming drained

"Michael provided us with an outstanding and motivating presentation which our attendees consistently rated as one of the best presentations, and him as one of the best presenters, at the BCI Summit Australasia.” Business Continuity Institute Australasian Chapter

“An outstanding presentation! Not only was the delivery of the presentation inspiring, but it dealt with the topic of dealing with adversity on a very practical level that lends well to implementation in the workplace. Thank you again for your time and dedication, which was instrumental to making our ALC conference a success!”

The Adecco Group

“Wow. What a presenter! Insightful, informative and engaging. Michael really connected with attendees by involving conference participants in the presentation through movement and asking for real life anecdotes. We highly recommend Michael as a presenter and would be delighted to see him on our speaker list again in the future.”

Mackay Region Chamber of Commerce

"Michael presented at the end of our two day conference, at a time when energy levels are quite low. Michael was incredibly engaging, the energy and enthusiasm from the participants was palpable. His common sense approach resonated with the team, reminding them to get back to basics and giving them simple but effective tools to take into the field".

St. George Banking Group

“We chose to work with Michael because a lot of our Franchisees are self employed business people and it can be tough running a business on your own, whilst looking for new clients, and we wanted to help our people become more resilient, stay positive, and proactive in their prospecting. Michael not only inspired our group to stretch their comfort zones, but also showed us how to do it in their sales and business activity. Michael has worked across our organisation from our annual conference, to state manager mentoring, and Franchisee training.”

Smartline Personal Mortgage Advisors
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