In a dynamic interview with leadership expert Julian Sado, a renowned talent strategist, sales coach, and speaker, we delved into actionable insights on fostering lasting success for leaders and sales teams. With a background in NLP and neuroscience, Julian provides transformative guidance on leadership development, behavioral psychology, and employee wellness. This interview unpacks his strategies on how companies can nurture a growth mindset culture, overcome barriers to success, and enhance sales performance by prioritizing human-centered approaches.
Understanding Barriers to Growth: A Leader’s Initial Steps
For leaders looking to foster team success, Sado advocates starting with a deep understanding of human psychology. Leaders must first focus on their personal psychology and develop communication that resonates on an emotional, rather than just transactional, level. According to Julian, “Learning how to communicate from a psychological level is more important than communicating on a business level.” By shifting their communication style to consider human drivers and motivations, leaders can unlock deeper connections with their teams.
Leveraging Neuroscience to Transform Communication in Sales
A unique aspect of Sado’s coaching is his focus on the neuroscience of communication. He describes it as understanding how specific words trigger different responses within the brain, akin to creating a “hormonal soup” in the body. For example, referring to a product with evocative words like “fresh-squeezed lemonade” versus “yellow sugar water” elicits distinct reactions. Through NLP, Julian coaches sales teams to use language that draws customers in and avoids triggering defensive postures.
He further explains that when sales teams experience stress, their bodies produce less oxytocin, a hormone that plays a crucial role in fostering social connections and feelings of empathy. This decrease in oxytocin can lead to a significant shift in how the sales team interacts with potential clients. When salespeople appear anxious or stressed, it can create an impression of desperation, making them seem uncaring or unapproachable. This perception is particularly detrimental in sales, where building trust and rapport with clients is essential. “Empathy is a key component of successful sales interactions, as it allows sales professionals to connect on a personal level, understand clients’ needs, and foster positive relationships that drive sales success”, Julian explains.
Fostering a Growth Mindset Culture for Agile Success
When discussing the benefits of a growth mindset, Julian emphasizes that speed to market is a key factor. In his words, “A growth mindset means learning how to move fast, be willing to fail, and openly discuss failures.” He believes that agility and authenticity are cornerstones of modern business success, especially with Gen Z’s emphasis on transparency and rapid progress. By removing unnecessary protocols, companies can adapt to market needs faster and build authentic relationships with their clients.
“Pivot 2 Change”: Embracing Wellness to Boost Morale and Sales
Sado’s approach to employee wellness goes beyond traditional methods. His “Pivot 2 Change” system includes exercises that reduce stress and improve mental clarity, which he notes is critical for successful sales performance. Even simple actions like going for a walk or taking a virtual team break can shift focus, enhance creativity, and refresh the mind. These small wellness practices play a major role in reducing stress and fostering a supportive, energetic team environment.
Identifying Top Talent in a Competitive Market
In today’s job market, finding top talent goes beyond reviewing resumes; Sado believes that successful salespeople must be comfortable with vulnerability and authenticity. Julian explains, “Salespeople today often face pressure to appear perfect, competing against carefully curated social media profiles.” His advice is to build genuine relationships through honesty, even leveraging neuroscience techniques, such as focusing on a person’s attributes, to convey sincerity and create lasting connections.
He emphasizes that by focusing on something you admire about someone—be it their style of dress, hair, or smile—you create an energy of acceptance. This shifts the focus away from self-talk and fosters a more positive dialogue.
Techniques to Overcome Limiting Beliefs in Sales and Leadership
Julian encourages leaders to dig deep into the origins of limiting beliefs. By guiding clients to identify the initial trigger of a negative emotion—often rooted in childhood experiences—he helps them distance themselves from unproductive feelings. This self-awareness, likened to assigning a name to the feeling, empowers individuals to address challenges as an external observer, fostering a growth-oriented mindset.
Overcoming Common Challenges in Sales and Leadership
Across the seven industries in which he’s consulted, Sado has observed recurring issues, particularly departmental silos. He argues that many companies are structured in ways that encourage survival-driven mindsets rather than collective growth. Julian’s solution is to instill an entrepreneurial mindset within employees, encouraging them to take ownership beyond their departments. This approach unifies teams toward a shared goal and bolsters overall company success.
The Role of Adaptability and Continuous Learning in Modern Sales
Adaptability and learning agility are essential for modern sales teams. As technology and customer preferences evolve rapidly, Sado advocates for a shift in onboarding, training, and reward systems. He believes that leaders must be adept at navigating new ideas and technologies, especially social media. Training sales professionals to be flexible in their approach—while allowing only those comfortable with social media to represent the brand online—can drive both personal and organizational growth.
Summary
Julian Sado
Julian Sado’s insights underscore a pivotal shift in leadership and sales training: a move from rigid structures to human-centered, psychologically informed strategies. By prioritizing communication, wellness, authenticity, and a growth mindset, companies can cultivate a culture of adaptability and resilience. In today’s competitive landscape, leaders and sales teams that embrace these principles are best positioned for sustained success.
