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…
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 traits, but to different degrees, which makes us the complex, unique individuals we are. This is the sixth in…
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…
We live in a world of distractions. Observe people in any setting – at a restaurant, in a meeting, waiting in line at the grocery store, sitting on a park bench, stalled in traffic, pushing their child in a stroller – and chances are they will be talking, texting or searching on their phone. Not waiting for their turn to…
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 fourth in…
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…
I am sometimes taken aback when I hear sales professionals say they have not read a book in some while. For some, the excuse is tenure: “I’ve been in the business 20 years, what is there left to learn?” For others, it’s time: “I have too much to do to take time out for any personal development.” As if doing…
I recently read Angela Duckworth’s book, Grit: The Power of Passion and Perseverance. In it, Duckworth states that high achievers attain success not necessarily because they’re the smartest people in the room, but because they have “a kind of ferocious determination.” They are “unusually resilient and hard working…and they know in a very, very deep way what it is they…
There’s an old saying in sales that goes, “It’s amazing how many sins are forgiven when a sales person is hitting their number.” What I’m seeing and hearing about far too often these days are examples of sales professionals who start out leveraging positive sales traits and behaviors – reflective understanding, due diligence, enthusing, convincing, purposeful argumentation, engage with…
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…
