Tag: relationships

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…

Forget Smarter Not Harder, It’s Work Differently, Work Together

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.…

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…

Understanding Logical – the Voice of Reason

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.…

Wishbone or Backbone? Understanding Accommodating

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. …

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…

Aligning Pots and Flowers for Revenue Growth

If you have ever seen small packets of seeds on display at your local nursery, you may have noticed that the front of the small packets does not have a picture of the seeds.  There is a picture of the flower or desired vegetable.  Why is that?  I am buying the seeds and yet the picture shows me the end…

Meeting Your Client Where They Need to be Met

“Where do we need to be to win the business?”  I am not sure what book this phrase comes from or its origin, and yet you still hear it very often in a sales environment.  This question is so wrong on so many levels.  Not only because is it 2016 and we are digging for water on Mars, but because…

Change in Language Precedes 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…