Master the Mindset of a Confident Closer – In Just 7 Minutes with Chandell Labbozzetta

Resources/Links:

• Check out Chandell’s Elevator Pitch Tool: https://lifepuzzle.com.au/elevator-pitch/

Summary

Do you ever just lose confidence when closing an offer? Do you struggle in persuading your clients to close the deal? Are you having a hard time influencing your clients?

Chandell Labbozzetta is a confidence maker, sales strategist, and also a qualified master trainer of neuro-linguistic programming otherwise known as NLP. She’s specialty is helping people fire as in getting rid of the itty bitty shitty committee. She brings integrity back into the sales process so that you can enjoy win-win-win outcomes, authentic, organically enrolling people from prospects into clients.

In this episode, Chandell shares her insights on how to be confident with the value of your offer to your clients. She also tells us about how using NLP or neuro-linguistic programming can result in effective selling.

Check out these episode highlights:

• 01:18 – Chandell’s ideal client: “…the people who love to sell and want to take it next level, or those who feel really reluctant to sell but they know that they need to, but they’ve got that itty bitty shitty community.”
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• 01:59 – Problem Chandell helps solve: “Most people undervalue themselves and then they underpriced themselves, they deliver inadequate persuasiveness in their messaging. And so it’s really about being able to solve the problem of feeling insecure about the value that you offer and to be able to influence and be persuasive with that confidence.”
• 01:59 – Typical symptoms that clients do before reaching out to Chandell: lack of conviction in their messaging and so they have a tendency to lower their price points or offer discounts as a solution to being able to cross with confidence.
• 04:13 – Common mistakes that people make before they find Chandell’s solution: “A lot of people will feel like they need a script. And so they practice until their script and speech is perfect without actually having that underlying feeling of confidence.”
• 05:59 – Chandell’s Valuable Free Resource (VFR): Check out Chandell’s Elevator Pitch Tool: https://lifepuzzle.com.au/elevator-pitch/”
• 06:55 – Q: Is effective selling, especially using NLP, manipulative?? A: I don’t believe that it is, as long as you’re accurately identifying what does your audience or your customer actually really needs? And then is your product a valuable solution for that? And that’s a process of matching those two things together. So if you start with integrity in mind, then you’ll always get a great app.

Tweetable Takeaways from this Episode:

“Confidence closer is all about presenting value and understanding the value that you deliver to your clients.” -@Chandell_LP Share on X

Transcript
(Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland: 0:09

Greetings everyone and a very warm welcome to another edition of Marketing The Invisible. My name is Tom Poland joined today by Chandell Labbozzetta. Chandell, good day, very warm welcome. Where are you hanging out?

Chandell Labbozzetta 00:11
I’m in Melbourne, thanks for having me. Great to see you.

Tom Poland: 00:14
Melbourne, Australia, the best city in Australia beyond any doubt whatsoever if I was gonna live in a city instead of next to the beach, it would certainly be Melbourne. For those of you who don’t know Chandell, she is a confidence maker, sales strategist, and also a qualified master trainer of neuro-linguistic programming otherwise known as NLP. She’s specialty is helping people fire as in getting rid of the itty bitty shitty committee.

Chandell Labbozzetta 00:45
That’s right.

Tom Poland: 00:47
And once the committee has been fired, what she does is she brings integrity back into the sales process, so that you can enjoy win-win-win outcomes, authentic, organically enrolling people from prospects into clients. So which brings us perfectly to the subject of this little interview, which is “Master the Mindset of a Confident Closure”. Chandell’s going to show us how to do that in just seven minutes. Chandell, our time starts now. Question number one is who is your ideal client?

Chandell Labbozzetta 01:18
Look, anyone who really needs to sell an influence, whether that’s ideas, their personality, their processes, their products. I think, you know, we’ve got to clients, the people who love to sell and want to take it next level, or those who feel really reluctant to sell but they know that they need to, but they’ve got that itty bitty shitty community.

Tom Poland: 01:36
And having fired the itty bitty shitty committee. They want to be, I guess, enrolled with the idea that they can help people authentically and organically by moving them from prospect and enquire a client. What’s the problem you solved in? Is that the summation of the problem? This is question number two, six, and a half minutes left. How would you describe the problem that you solve for those folk?

Chandell Labbozzetta 01:59
Look, I think the confidence closer is all about presenting value and understanding the value that you deliver to your clients. And so the tendency for most people is that they undervalue themselves and then they underpriced themselves, they deliver inadequate persuasiveness in their messaging. And so it’s really about being able to solve the problem of feeling insecure about the value that you offer and to be able to influence and be persuasive with that confidence. Because when you have that confidence in the value-driven solution that you offer, then you can actually say, “yes, I believe in my promise.” And of course, using NLP as a tool to do that you can really understand, you know, people’s behaviors, their needs, and do so with a lot of confidence and influence, which adds to your return on investment for time.

Tom Poland: 02:49
Perfect, thank you. Question number three, five, and a half minutes left. We’ve got this person who perhaps isn’t a competent closer or this person who’s selling regularly but wants to go to the next level. What are some of the typical symptoms that they’re going to be experiencing that would kind of like have them putting their hand up and going, “Oh, gosh, that’s me? I’m experiencing those symptoms. I need to talk to Chandell.”?

Chandell Labbozzetta 03:14
Yeah, look, I think that some if they often have a lack of conviction in their messaging and so, you know, they have a tendency to lower their price points or offer discounts as a solution to being able to cross with confidence. And that lack of confidence could be in their pricing, it could be in their promise, or it could simply be in their self, as far as you know, “am I really going to be able to deliver this?” and so that often leads to a lack of results in it and that shows up later down the process.

Tom Poland: 03:45
Right, a feeling not particularly confident. Okay, so we’re talking about people who are generally smart people who want to authentically and naturally and confidently close more, more orders. They’re gonna try stuff before they discover your solution. So what would you say is, question four, four minutes left. What would you say are some of the common mistakes that your ideal clients are making before they find your solution?

Chandell Labbozzetta 04:13
Yeah, look, I think a lot of people will feel like they need a script. And so they practice until their script and speech is perfect without actually having that underlying feeling of confidence. And so there’s an incongruence between the script that they’re reading and following versus how they actually feel about it. And so they walk in prepared with a discount, or they feel that they’ve assumed a rejection before they actually start. And so they don’t know how to answer those objections before they’ve entered. And if it’s not on the script, then they fall. You know, they fall prey to offering the discounts and-

Tom Poland: 04:54
thinking, “If only I was cheaper to buy”, so that’s a big one. So question five and we’ve got just over three minutes left, one valuable free action that someone listening to this who needs to boost their confidence in closing. The one action they can take, it’s going to help them and not solve the whole problem, but it’s going to take them a step in the right direction.

Chandell Labbozzetta 05:14
Yeah, a great start is to actually ask yourself the question, “Do I really believe in what I deliver? And do I believe that it’s worth the price that I’m asking?” And so for example, someone might ask that question, and their product might be $1,000, but their belief in it with the worth of it may only be $300. And so once you’ve identified what that gap is, then ask yourself the question, “What is it that I would need to do or to believe in order to bridge that gap?” And that will give you some clues around what needs to happen for your authority, credibility, and belief in yourself and your product?

Tom Poland: 05:47
Excellent, excellent foundation question. So question number six, and two and a half minutes left, one valuable free resource that you could offer people that’s going to help them even more?

Chandell Labbozzetta 05:59
Yes, sir. The resource is to actually refine your elevator pitch and we have a tool in order to do that. And so, the reason that we recommend that is that the process of thinking through your elevator pitch, and actually determining where your pitch doesn’t match your price point will actually help you to identify the psychology gap that you want. And so you know, you really need to be able to work through that document and that’s at lifepuzzle.com.au/elevator-pitch-tool, and you can access that resource of working through that will help to solve that problem.

Tom Poland: 06:33
Perfect. So it’s your pitch and the price. You can solve the pitch. the elevator pitch at lifepuzzle.com.au/elevator-pitch-tool, go get it. Last question, 90 seconds left. Question number seven is, what’s the one question I should have asked you but I didn’t.

Chandell Labbozzetta 06:55
The question you should have asked me, Tom, is effective selling, especially using NLP, manipulative? And my answer to that would have been, I don’t believe that it is, as long as you’re accurately identifying what does your audience or your customer actually really need? And then is your product a valuable solution for that? And that’s a process of matching those two things together. So if you start with integrity in mind, then you’ll always get a great app.

Tom Poland: 07:24
And if you’ve got integrity, and you’ve got the clients’ best interests in mind, but you’ve also got confidence, then you’re not manipulating, you’re influencing with integrity. Perfect.

Chandell Labbozzetta 07:34
Exactly.

Tom Poland: 07:35
Chandell, thank you so much for your contribution.

Chandell Labbozzetta 07:37
Thank you so much for having me.

Tom Poland: 7:38
Thanks for checking out our Marketing The Invisible podcast. If you like what we’re doing here please head over to iTunes to subscribe, rate us, and leave us a review. It’s very much appreciated. And if you want to generate five fresh leads in just five hours then check out www.fivehourchallenge.com.