Category: Sales Performance

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…

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…

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?…

5 Must-Knows Before Your Client Call

Champions are made in preparation. Olympic competitors train for years to prepare for their chance on the world stage. Professional athletes and competitors of all sorts train day in and day out to prepare for the next game or competition. Practice is the mother of all skill. The same goes for people who become champions in sales. They know that…

Understanding Yourself to Better Connect with Others – RELIABLE

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 second in…

You’ve Arrived: Now the Real Work Begins

When you’ve been on the path to achieving a leadership position – whether as President of the United States or manager of a sales team or leader of your kids’ PTA – the work doesn’t stop once you get there.  In fact, that’s when the real work begins.  It’s what you do after your arrival that counts. Or, to borrow…