Category: Customer Value Proposition

Adding Value Through the Voice of Reason: Trusted Advisor

This is #10 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. If you’ve been following along in this series you know that our sales team – Phil, Rob, and John (sales manager) are now…

Creating a Clear Path Between Needs and Solution

This is #9 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. Over the past few months we’ve been observing members of a sales team at a cloud security company as they used their Sales…

Engage Clients with a Robust Business Rationale

This is the sixth 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. Our sales team, Phil (newest member) and Rob (seasoned member) are working through the Prospect & Engage Clients stage of the sales…

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…

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…

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…

Recommending an Approach: Providing Predictive Insight

Over the last few months I’ve been writing about what I consider to be best practices in moving through the process from identifying an opportunity to closing it. So far, we’ve covered Preparing for the Call, Opening the Call, and Qualifying the Opportunity. If you’ve been following along, we’re now at the point where you recommend an approach. As the…

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…

What Fly Fishing Can Teach Us About Sales

I recently spent a wonderful week with my family in the historic town of Breckenridge, Colorado.  We went white water rafting, we hiked, we enjoyed the beautiful scenery together, and…my son and I made our very first attempts at fly fishing. As the fishing instructor described the techniques and optimal conditions to successfully catch a fish, I realized that fly…