Tag: personal growth

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…

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…

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…

Discussion or Dialogue – Understanding the Trait “Tough”

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…

Developing Self-Awareness – Understanding “Radical”

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…

Acting Against Your Best Interests in Sales

Acting against your best interests means you err because of ignorance or ineptitude.  Ignorance says we err because you only know partially what to do.  There are skyscrapers we do not know how to build, snowstorms we cannot predict, and heart attacks we still have not fully learned how to stop.  Ineptitude is when the knowledge exists, and yet we…

Delusional Thinking in Sales

In the movie, “A Beautiful Mind,” Nobel prize winner John Nash (played by Russell Crowe) says in his acceptance speech, “my search for reason has taken me from the physical to the metaphysical to the delusional and back again.” The more I think about this statement, the more I realize that many of us – in any career – get…

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…

Becoming a Black Belt in Empathy

Most of us recognize a “black belt” as a symbol of personal mastery in a particular skill – karate or Six Sigma or some other discipline. This got me thinking. Since it’s been said that empathy is the most important skill for the 21st Century, why not aspire to achieving a black belt in empathy? I did some research on…

Engaging the Client with Empathy

When I work with sales teams, we spend a lot of time talking about building and nurturing the client relationship. While technical sales skills are important, without the “soft” skills – earning respect, influencing others, empathy…you are going to struggle with developing a strong client relationship. And strong client relationships are key to your success. Lately, I’ve been focusing a…