Category: Uncategorized

Your ICAN is More Important than Your IQ

We’ve all met them, or gone to school with them, or worked with them, or hung out with them, or maybe even lived with them: people who think they know everything. These are individuals who were taught at a very young age that you only win by being the smartest or the most talented.  They believe that their IQ is…

Listen First, Talk Second – Understanding “Intimate”

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 third in…

Closing the Loop – Time for a 2016 Business Review

As we reach the end of the year and start to plan for the new one, it’s the perfect time for you to ensure that you are in respectful alignment with your clients by conducting a business review.  Schedule some time for an open, honest dialogue around the question, “How are we doing?” It’s important to be thinking alike as…

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…

Have You Earned Your Sales Base Salary Lately?

It’s amazing how many times I hear sales professionals say things like, “I don’t get paid enough to regularly update the CRM.” Or complain that they don’t have enough time to make outbound calls. Updating the CRM and making outbound calls are basic sales requirements, covered by your base sales salary. Base salary is defined as a “fixed amount of…

Sales Behaviors: The Trivial Many vs. the Vital Few

We’ve all heard of the 80-20 Rule, or Pareto Principle, which applies to many things in business and in life: 20% of your clients make up 80% of your revenue. You walk on 20% of your carpet 80% of the time.  Eighty percent of traffic jams happen on 20% of roads. You wear 20% of your clothes 80% of the…

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…

Influencing the Buying Process in an Emotion Economy

The word collaboration did not enter into the working world’s vocabulary until around 1997.  Almost 20 years later the cover page on the January-February Harvard Business Review issue says, “Collaborative Overload.”  Likewise, there was a time, also not all that long ago, when “emotion” didn’t enter into workplace conversations. At least not in a positive way.  Leaders managed actions, not…

Sales is Easy…Selling Easily is Hard

Last week a sales leader said to me, “I’ve got some pretty tenured sales people on my team. What do you recommend providing them around advanced selling skills? Things like advanced negotiating skills and advanced probing skills?” In my opinion, getting better at selling is not about learning advanced skills. Listening is listening. Negotiating is negotiating. Probing is probing. It’s…