Category: Uncategorized

Dealing with Ambiguity: The Conceptual Advantage

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.…

Those Who Can Flex Will Lead the Rest

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.…

Make the Call, Move the Ball – Tips for a Great Close

We’ve all been to those movies that had a great opening (you’re excited, you’re anticipating good things to come…) a great middle (you’re focused, you’re engaged…) and then…a bad ending. And what do you remember? The bad ending. The same can be said for client meetings. You can capture their attention with your opening, engage them during the middle, but…

Learning to Go with the Flow – Adaptable

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 seventh in…

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…