Category: Customer relationship

Identify Trends Through Emergent Research

This is the fourth in a series about the 24 Lumina Sales Qualities and how you can leverage those qualities to improve your ability to attract more clients, build deeper long-lasting relationships, and achieve personal and professional success. We’ve been following the progress of Phil, new sales team member and Rob, his more seasoned colleague as they work through the…

Before You Make That Call – Gather Data

This is the third in a series about the 24 Lumina Sales Qualities and how you can leverage those qualities to improve your ability to attract more clients, build deeper long-lasting relationships, and achieve personal and professional success. Previously, we met John, a sales manager for a cloud security company, Phil the newest member of his team and Rob, a…

Keeping Principles Before Personalities

At some point in our childhood, most of us were taught the “Golden Rule” – Do unto others as you would have them do unto you. Or more simply put, treat others the way you want to be treated. But as we grow into adulthood and enter the dynamic and competitive world of work, how many of us leave our…

Your Personality in Sales: Platform or Prison?

As I work with sales leaders and teams to increase their self-awareness and improve their client relationships (and success!), I emphasize this point: in the sales environment, you have a choice. Your personality can either be a platform or a prison. It can either launch you into a positive client relationship built on trust, effective dialogues, and mutual success, or…

Managing Resistance – Align, Clarify, Assure

We’ve all experienced it. That point in the conversation with a client – maybe just after you’ve presented your solution – when the room goes a little quiet and you feel some push-back coming on. This is the point at which all the work you’ve done previously – understanding goals, challenges and needs, qualifying and diagnosing, presenting a client-specific solution…

Forget Smarter Not Harder, It’s Work Differently, Work Together

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.…

Gaining Commitment—Presenting Your Client-Specific Solution

For the past several months I’ve been writing about best practices in the sales process.  I’ve talked about how to effectively prepare for and open the client meeting; how to increase potential and probability by thoroughly qualifying clients; diagnosing (before you prescribe!); providing predictive insight as you recommend an approach; and closing the meeting with mutual and specific steps. Now…

A Change in Language Precedes a 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…

Linking and Leveraging Science and Art to the Craft of Selling

The other day someone asked me whether I thought selling is more science or art. My response was that it’s both. The science part is the process, which involves your IQ. The art part has to do with how beautiful you do something like building and maintaining relationships, which involves your EQ (emotional intelligence). Actively linking and leveraging both the…