Tag: relationships

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…

Linking and Leveraging Science and Art in 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…

Pursuing Happiness Through Collaboration

This year marks 240 years since the United States Declaration of Independence was signed. In this historic document, Thomas Jefferson declared 3 inalienable rights: Life, Liberty, and the Pursuit of Happiness. I think a lot of us today might interpret “pursuit of happiness” as meaning happiness is something you chase after. I’d like to suggest that the pursuit of happiness…

Supersize Your Gratitude with a Gift from the Heart

This is the time of year when many of us like to give a token of our appreciation to clients or colleagues. Something that says “thank you for our working relationship (or your support)” and that keeps you present in their mind when an additional opportunity to work together comes along. These gifts – often candy, floral arrangements, or some…

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…