Today With LuAnn Nigara:
In Part 4 of our solo sales series, LuAnn tackles a sneaky but costly sales habit: being a chameleon. It’s what happens when you adjust your tone, your process—or even your pricing—just to stay in the client’s comfort zone.
The problem? You’re not leading the sale anymore… you’re following it.
In this episode, LuAnn breaks down:
The difference between empathetic communication and giving away your power
How trying to be “easy to work with” can quietly weaken your value
Real-world scenarios where salespeople shift, bend, and blend—and end up forgettable
Phrases that anchor your authority (without being pushy)
What true leadership looks and sounds like in a consult
Plus, she shares a bonus resource from her other podcast, A Well-Designed Business®, where Sharon L. Sherman helps you understand your own personality type—and how it plays out during the sales process.
If you’ve ever walked out of a sales call thinking, “Why didn’t I just say what I knew was right?”—this one’s for you.
A Big THANK YOU to Today’s Podcast Sponsor:
This episode is sponsored by Exciting Windows!
What’s new with LuAnn Nigara
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Book 1: The Making of A Well – Designed Business: Turn Inspiration into Action
Audiobook: The Making of A Well – Designed Business: Turn Inspiration into Action
Book 2: A Well-Designed Business – The Power Talk Friday Experts
Pre-Order Book 3: A Well-Designed Business – The Power Talk Friday Experts Volume 2
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Other Resources:
This podcast supports the Savvy Giving Design Coalition. Learn more about it here!
AWDB #717 Susan Wintersteen: Interior design firm standards in a nonprofit passion project
AWDB #164: Susan Wintersteen- Savvy Giving by Design
Chairman of the Board with LuAnn Nigara!
Exciting Windows! Coaching and more!
LuAnn University - The "Make a Friend" 7-Step Selling System with Jessica Harling
Managing For Profit Upcoming Locations in June - Seattle and Spokane, Washington & Boise, Idaho - Use code PROFITS at checkout to attend FREE (normally $695)
Other Shows:
WTFP #320: What Would Lu Do?: The 7 Deadly Sins That are Killing Your Sales – Part 1
WTFP #321: What Would Lu Do?: The 7 Deadly Sins That are Killing Your Sales – Part 2: Avoiding the Budget Talk
WTFP #322: What Would Lu Do?: The 7 Deadly Sins That are Killing Your Sales – Part 3: Feature Dumping
AWDB #892: Sharon L. Sherman: Decoding Personality Types for Successful Client Outcomes