Category: Communication

Wishbone or Backbone? Understanding Accommodating

In the Lumina work I do with teams, leaders and individuals, we look at 24 personality qualities. These are qualities that are a part of everyone’s personality. Qualities like “logical,” “cautious,” “spontaneous,” “sociable,” and others.  We each have all of these qualities, they are all in our capacity with different preferences, which makes us the complex, unique individuals we are. …

Client Meetings: Make the First 2 Minutes Count!

You’ve scheduled the meeting. You’ve done your research. You’ve created an agenda and a list of beyond-the-obvious questions. You’ve anticipated any questions you might be asked, and have thought about your responses. Before you head out to that meeting, though, there’s one more crucial thing you need to do: Plan how you will open the meeting. Why is this important?…

Discussion or Dialogue – Understanding the Trait “Tough”

In the Lumina work I do with teams, leaders and individuals, we look at 24 personality traits. These are traits that are a part of everyone’s personality. Traits like “logical,” “cautious,” “spontaneous,” “sociable,” and others.  We each have all of these traits, but to different degrees, which makes us the complex, unique individuals we are. This is the fifth in…

Understanding Yourself to Better Connect with Others – EMPATHY

In the Lumina work I do with teams, leaders and individuals, we look at 24 personality traits. These are traits that are a part of everyone’s personality. Traits like “logical,” “cautious,” “spontaneous,” “sociable,” and others.  We each have all of these traits, but to different degrees, which makes us the complex, unique individuals we are. This is the first in…

Science of Mind Business: Vendors and Trusted Advisors

“You get treated in life the way you teach people to treat you.” – Wayne Dyer I often think of this quote when a sales professional shares with me about how they are treated by their client: “The client doesn’t return my calls.” “The client doesn’t pay on time.” “The client is always questioning, demanding, putting up constraints.” So how…

What is a Selling Philosophical Misalignment?

In the professional development work I do with sales teams and sales leadership, I often hear statements like these from sales professionals:  “I’m trying to spend time with my client to strengthen and expand the relationship, but my boss wants me to spend time creating yet another version of the forecast.”  “I don’t feel like I’m getting enough coaching from…

Change in Language Precedes Change in Behavior

In the work I do with sales teams and sales professionals, I’ve noticed that people often begin a description of their sales role as, “I’m accountable for…” instead of, “I’m responsible for…” I’d like to suggest that there’s a difference between “responsibility” and “accountability,” and I think understanding and internalizing that difference can contribute to improving your sales performance. Merriam-Webster…

Pursuing Happiness Through Collaboration

This year marks 240 years since the United States Declaration of Independence was signed. In this historic document, Thomas Jefferson declared 3 inalienable rights: Life, Liberty, and the Pursuit of Happiness. I think a lot of us today might interpret “pursuit of happiness” as meaning happiness is something you chase after. I’d like to suggest that the pursuit of happiness…

Engaging the Client with Empathy

When I work with sales teams, we spend a lot of time talking about building and nurturing the client relationship. While technical sales skills are important, without the “soft” skills – earning respect, influencing others, empathy…you are going to struggle with developing a strong client relationship. And strong client relationships are key to your success. Lately, I’ve been focusing a…