Do you Chase Luck Away From Your Life?

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As a kid I searched and searched for a four leaf clover. I never found one. I asked my dad how could I be lucky if I couldn't find one. His reply, "You can make your own luck; it's all around you!."

As a kid I searched and searched for a four leaf clover. I never found one. I asked my dad how could I be lucky if I couldn’t find one. His reply, “You can make your own luck; it’s all around you!

One of my friends recently found her lucky numbers through a reading done by a person who practices YOGIC Numerology.  This is a described technology which helps us better understand ourselves and the experiences in our life through numbers.  I asked her what she thought of the reading and she said it was very true.

It made me think, what type of luck do I believe in?Do I have a lucky charm or a pet rock? Salespeople often talk about their ‘lucky shirts.’

Why do we believe in luck and what does it really mean to our success?

Here’s my take on feeling lucky; I know I’m lucky. I equate ‘luck with opportunities,’ and I see them all around me. It’s when I stop looking that my luck disappears. People always say to me, “You have the most interesting things happen to you. I know they don’t just happen, I am forever ‘looking.


There are several different types of luck, according to Psychology Today. How we feel about luck can drive the

outcome of our lives. Should you believe in luck? According to what I read I think we should. I am a firm believer  in

luck and making my own. It’s said that believing in luck can drive your motivation forward.


According to Business Psychologist, Cragin Dowden, “Believing in luck appears to impact people’s drive for success. People who saw their luck as stable tended to have a significantly higher drive to succeed than those who viewed it as transitory. The research also found that part of the relationship between luck and achievement was attributable to the fact that people who possessed stable luck beliefs also felt they had more control. This makes sense: If you feel luck is stable, and within your sphere of influence, you are much more likely to persevere towards our goals. However, if you see luck as an essentially random phenomenon, you may wonder, “What’s the point?” This skepticism can effectively undermine your desire to push on.
Former Wall Street Journal and Fortune writer Erik Calonius points to a fascinating study by a psychologist Richard Wiseman. Wiseman surveyed a bunch of people to find out who considered themselves lucky or unlucky, then performed a very interesting test:

Weisman  gave both the “lucky” and the “unlucky” people a newspaper and asked them to look through it and tell him how many photographs were inside. He found that on average the unlucky people took two minutes to count all the photographs, whereas the lucky ones determined the number in a few seconds.

How could the “lucky” people do this? “Because they found a message on the second page that read, “Stop counting. There are 43 photographs in this newspaper.” So why didn’t the unlucky people see it? Because they were so intent on counting all the photographs that they missed the message.”

So what does this mean?

Could it be that lucky people are more relaxed and open, and see always see opportunities around them? In my recent article for the Albany Times Union, “Is your New Success Around the Corner?” I sited a recent conversation I had with a store owner who’s business was forced to relocate. Moving actually doubled his business. My research shows me that people who are open for new ideas are always looking for possibilities.

It appears that it doesn’t matter what you believe in you just need to believe. Particularly if you want something new to  happen in your life.When we put on ‘blinders’ we don’t see what’s available round us.

Do you need some ‘luck?” Contact Lisbeth who will help you look for the opportunities surrounding your life.


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By | 2017-03-03T12:06:48+00:00 May 30th, 2016|Blog|4 Comments

Take it From Me; if You Don’t Risk Something, Nothing will Happen

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The simple man says, "take the risk." Josh Wight in Business, Life.

The simple man says, “take the risk.” Josh Wight in Business, Life.

I was having a meeting with Bethany Gonyea while she was talking about her baby, “The Albany Peace Project.” This is a long term risk but it’s what she lives for.

She was discussing it with a passion that I haven’t seen or felt in a long time. Her face was bright; her smile was real, and her enthusiasm was amazing. I began to think, do I have that feeling? I know for years I was passionate about working; it didn’t matter what I was doing, and I enjoy accomplishing things. I’m not becoming more discriminatory, achieving doesn’t get it anymore. In fact, many things feel like diversions; diversions from my real self.

Have you ever felt that way? Going through the ‘have to-do lists of life and not feeling the same sense of accomplishment? Is it likely that our ideas and things that make us happy have changed? Noticing that time is flying by, and I want to spend as much as I can do things that really give me pleasure. I used to fill over with blog material and looked forward to writing. These days it seems to be more difficult. Actually, I think my focus has changed. Topics about life seem to be more fulfilling than writing about business. Then I think that life, and business are really one in the same.  To be successful in business you must have good life skills. The first one is a passion for whatever you’re doing.

I know am asking myself, what about life is exciting, what do I need to experience? I need an adventure.

Is an adventure a different country, learn a new skill, take a course? I think it’s all of those.

I’m noticing I haven’t been acting on my ‘hunches.’ A hunch is just one of those things that come from your unconscious mind; it means taking a risk.

Why am I not taking risks? Actually, I don’t feel comfortable, unless I’m taking them—maybe that’s what’s wrong. Am I afraid of rejection? I guess it depends on the risk. By the way, if you’re interested in why we’re so worried about rejection and what to do about it, look for my article in Floor Covering News in two weeks, “How About Using Psychology and “Rejection Therapy’” to Overcome Salespeople’s Fear of Closing the Sale.” The fear of rejection goes way beyond sales.

I’m back to my premise; I need an adventure. Stay tuned and thanks to all of you who send me notes and have been following me for years. It’s nice to know you’re out there!

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By | 2017-03-03T12:06:48+00:00 May 22nd, 2016|Blog|2 Comments

Is There a Little Voice in Your Head Ruining Your Sale?

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shopping woman shocked and surprised over price looking at price tag on coat or jacket. Woman shopper shopping for clothes inside in clothing store. Funny image of Asian / Caucasian female model.

shopping woman shocked and surprised over price looking at price tag on coat or jacket. Woman shopper shopping for clothes inside in clothing store. Funny image of Asian / Caucasian female model.

You know the little voice, the one that says, “My price is too high.” According to Forbes Magazine, “Taking a customer’s statements at face value often leads to trouble.”

How many times have you said, or heard another salesperson say, “I know I could sell this if the price was lower.” My question is, “How do you know?” Just because the customer says your price is too high doesn’t mean a cheaper price will close the sale. If you can drop the price you can certainly ask, “What price would be cheap enough for them to buy?” Of course after you ask the question, you also have to ask the customer if you could get the price would they be prepared to:

Give you a deposit, or are prepared to pay in full. Then you will have to negotiate it with your manager or the owner.

Let’s say this is not an option for you; then what?

Does it really mean your price is too high just because your customer tells you it is? Why would a customer tell you that?

  1. They want to rattle you.
  2. They enjoy the negotiation process.
  3. They don’t understand your pricing. The value of the product as you’ve presented it doesn’t equal the price. Personally really good salespeople ignore statements like this and continue to present value. The customer wants to be sure that they are getting what paid for. This is why TJMax and Marshalls do so well; the customers know what their products are worth. The customer has to have confidence in both, you and your offering. Once the customer has confidence in the outcomes, they will buy.

My experience tells me that most of the time this occurs is because the salesperson also thinks the price is too high. Do you understand why a customer would pay so much for your top-of-the-line product or do you think you’re crazy? The answer to this question will tell you why you can’t sell your expensive products.

It’s important to understand that customer buy for their reasons not yours. Why do people buy high prices?

They believe it’s worth it. They get it, and you’ve convinced them it is.

They can afford it. Yes, there are people who like paying high prices. They don’t have to worry about money and so spending it doesn’t bother them.

They want to show their neighbors or friends, they can afford it. I’ll never forget my father taking me to look at a new house he built.  The customer, whose name was Wank, still had the prices on the lamps and the faucets! I couldn’t believe it. When I asked why the prices were on it dad said she wanted me to know she could afford it. This became a “Wankism” in our house.

So ask yourself, what gets in the way of you selling at your ticketed prices?

Lisbeth has been teaching sales people how to get their price for over twenty years. Can Lisbeth help your sales force? Call her at 518.495.5380 and discuss your situation.


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By | 2017-03-03T12:06:48+00:00 May 18th, 2016|Blog|0 Comments

5 Reasons to Attend Coverings

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Show Floor, Coverings

Show Floor, Coverings

Coverings 2016 kicks off in Chicago, IL on Monday April 18, and we’re so excited to see everything that this year’s show has to offer. As the premier international trade fair and expo dedicated exclusively to showcasing the newest in ceramic tile and natural stone, Coverings attracts exhibitors from more than 40 countries, and thousands of attendees flock to their floor each year to see some of the most innovative tile and stone products in the world.


Here why we think you should attend Coverings:


Tile installation

Tile installation

Find Inspiration for Upcoming Projects


With over 1,100 exhibitors, Coverings is the perfect place to find inspiration for your next project. Over 40 countries are represented, showcasing a vast array of innovative tile and stone products. For the first time Coverings will also highlight a Living Wall Exhibit, which will show how you can integrate a vibrant vertical garden in your home. Don’t miss out on seeing all of 2016’s latest trends in tile and stone in action!


Get Educated!

Continuing Education Unit

Continuing Education Unit


You can earn free Continuing Education Units (CEUs) – details on approved sessions for NKBA, AIA and IDCEC can be found on the Coverings site. The Social Media Lounge (Booth #4031) will also feature primers on design-related channels such as Houzz, Instagram and Pinterest. And Coverings’ Keynote Sessions will cover an array of topics, from a panel moderated by Interior Design Magazine to global trends in hospitality design.


See Design and Installation in Action


The Installation Design Showcase returns to Coverings again this year (Booth #6245) on Wednesday, April 20 from 3:30 – 5:30 p.m. The IDS will showcase four unique interpretations of commercial storefront lobbies. Designers, architects and installers will then collaborate using tile and installation materials/fixtures to bring these spaces to life at McCormick Place. The 2016 showcase will feature a newly designed courtyard style featuring a boutique retail shop, a spa lobby, a bar/lounge and a boutique hotel lobby. These vignettes will demonstrate the varied ways tile and stone materials and advanced installation techniques can influence the look, feel and performance of a commercial space.

Also for the first time, Coverings will tap the Chicago Mosaic School for instructive lessons on contemporary and classical Mosaic Arts. The Chicago Mosaic School offers classes and workshops by top art professionals who teach about both the process and materials in the Mosaic Arts. Limited space is available by registering online.


For more information, call

Posted by Fabulous Floors Magazine.


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By | 2017-03-03T12:06:48+00:00 April 16th, 2016|Blog|0 Comments

What’s Your Brain Like?

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Thank you Gobblynne for the illustration.

Thank you Gobblynne for the illustration.

I love this article about how our brains work. This is from Nature Neuroscience.



Your skills and experiences leave their mark on your brain.

Researchers analyzed brain MRIs and personal information on 461 people. They found 200 brain regions associated with classically ‘positive” traits, such as strong memory, large vocabulary, high income and education. In the MRIs of people who had the positive traits, many of those brain regions activated simultaneously, suggesting strong connections between the varied regions.


The people who ranked high in negative traits–anger, rule-breaking, substance abuse, poor sleep quality–didn’t have these connections. But that doesn’t mean brains are hard-wired, the researchers say. Brains change. For example, improving skills like vocabulary can strengthen connections between related brain regions. Are you looking to change the wiring of your brain? Would you like to be happier?

Bethany Gonyea, the Founder and Director of NUMINOUS, sponsor for the Albany Peace Project has been working on such a study.   Research has amply demonstrated that both long-term and short-term meditators create brains that are hard wired for positive emotions.In 1960, Dr. Herbert Benson of the Harvard Medical School, Dr. Benson also found that meditation was helpful in stopping or slowing obsessive thinking, anxiety, depression,  and hostility.  Since that time, there have been other studies to substantiate his findings.

Luckily in Albany, New York, we have the Albany Peace Project. For more information on Happiness and Meditation, check out this link. Even if you don’t live in Albany, New York, you can take part in their meditation programs.

Lisbeth considers herself a ‘Connector.’ Helping businesses find ways to connect to their customers and build profitable relationships. Reach her at 518.495.5380 or


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By | 2017-03-03T12:06:48+00:00 April 15th, 2016|beliefs, Blog, Your Brain|0 Comments

When Should You Give Up? Maybe Never

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Jim HermanJim Herman is one of those people who never really gave up. He put his career on hold but apparently went to work in the right place; was his theory, “I should never give up?” Actually, it doesn’t seem like it.

If you follow golf, you know being a professional golfer takes money, lots of it. In order to qualify you have to practice, practice and more importantly win. Jim Herman has one of those stories we all love. At 27, after giving up a promising, but not so lucrative golf career, he went to work at Donald Trump’s golf course in Beckenridge, New Jersey folding shirts in the pro shop.  As he knows now, it would appear this was the most important move in his career.

As the story goes, Trump asked him why he didn’t go back on the tour since he was an excellent player. Herman and Trump played together several times, and Trump felt that Herman was good enough to compete.  Good enough for Trump to invest money to get him back in the game.  Herman hit the links qualifying for the tour winning some lower level events. He’s been playing professionally ever since, his golf shirts bearing Trump’s name.

Yesterday at 38, and a veteran of only five years playing in the major leagues of golf, he won his first PGA Tour win at the Shell Houston Open. This wins him a place at the Masters. An interview with Herman shows a very emotional man excited about his possibilities.

The possibility of him winning, 300-1; does it really matter? Do the odds really matter to any of us?

Why do we pay attention to the odds even if they’re in our favor?

Then there’s Tiger Woods; many of us yearn for him to be back and be better than ever. He is presently on the disabled list after undergoing a second microdiscectomy surgery on his back. If his dreams include coming back on some level, if his back can

Following your dream means just that. Only you are in charge of when to stay and when to go. What others think is really unimportant unless they believe in you.

As I’ve heard, “Neither success nor failure are guaranteed forever.”

Lisbeth considers herself a “Customer Retention Specialist.” This can be accomplished through a combination of marketing strategies and employee training. To have Lisbeth speak at your business, contact her through,

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By | 2017-03-03T12:06:48+00:00 April 7th, 2016|Blog|0 Comments

The Customers Aren’t the Only Ones That Have Changed

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CUSTOMERSI keep hearing the customer has changed how we cope with them. Think about it, we’re talking about ourselves.  It’s been a slow transition, so slow that we really haven’t noticed. We are so stressed out thinking about what we have to learn about our customers, we forget how we’ve changed.  If you examine your path , you won’t be so stressed  about the customers.

Let’s start with your phone. What type of phone are you using? When did you finally give up your ‘flip phone?’ Several of my friends still have a flip phone and are adamant about not changing. It makes me think, am I that stubborn? It’s hard to give up something we’re used to; if you’re still using your flip phone, you might examine what you’re missing.

Do you prefer texting to talking on the phone? I find it less intrusive, and I can reply quickly. The same people with the flip phones think that texting is ‘impersonal.’ Texting gives an additional way to get in touch, and it’s often easier. Have you asked your customers what they prefer? Let’s not assume we know, let’s ask them. If they prefer a phone call, honor it. Again, it’s not because they’re old they don’t want to give up what makes them comfortable.

Do you still have a fax machine or do you scan and email?  I had to return a document to a national company, and they asked me to fax it. I told them I got rid of my fax machine three years ago and scanning is easier. They were insistent I fax. They didn’t have a reason other than the fact: “That’s how we do it.” Are you still telling customers ‘that’s how we do it?’ Is it time for you to move forward and  make some changes?

Are people asking why you’re texting the person next to you? Often texting to someone during a meeting is a smart thing to do. It’s better than interrupting the speaker and what you have to say is essential. Isn’t it great that you can actually communicate without interrupting the rest of the world?

Are you still using the same-old  lines, can I help you? Today it’s more appropriate to ask the customer what they’ve seen online that they like. It’s a short cut to understanding how they shop. My experience is that salespeople still ask how they can help you when we know the whole world is online before going into a brick and mortar store. Help the customer cut their shopping time in half, find out what they already know.

communicationCommunication is the key to all of our transactions; nothing has changed. What has change is technology and how it is impacting our world?  The more you learn about technology the less stressed you will be.

For more on how technology is impacting all of us.

Lisbeth has been helping customers build sales and marketing strategies for over 20 years. Understanding and using today’s technology is one of the keys to success.


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By | 2017-03-03T12:06:48+00:00 March 20th, 2016|beliefs, Blog, Change, Reaching the Consumer, Success|0 Comments

3 Things you can Think About to get Smarter

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What should you think about to get smarter?

What should you think about to get smarter?

Often times when we have a problem to solve we ‘think it to death.’ Often times it makes it more stressful and instead of coming up with good ideas, we impulsively make a decision.  We can’t seem to quiet our minds enough to take in new information.  Here are three ways that might help you decipher your existing roadblock.

Challenge your own thinking and ask yourself some questions. Why am I thinking this way, suppose I didn’t have these thoughts? Is there another solution that I might come up with? How would this be handled by a well-known authority on these types of problems?

Do I have any prior experience on solving this problem? How did it work out before, what steps did I skip that have caused this problem to get worse?

What is my heart thinking?  Our hearts can be of help if we let it. Are you allowed to feel when you’re solving a problem? Think of how many times you’re sitting at a traffic light and you have this creepy feeling that someone is watching you. You turn to look out the window and sure enough, someone is looking at you.

For more information on how meditation can improve your mind, listen to this interview with Bethany Gonyea at the Albany Peace project. Check out my article in The Albany Times Union on Success and Meditation.

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By | 2017-03-03T12:06:49+00:00 March 13th, 2016|Blog|0 Comments

Why Dropping Your Price Can Give You More Than You Bargained For

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cost-cutDropping prices doesn’t benefit anyone; nope not even the customer.

If you’ve been in sales for any length of time, you may have said, “If I don’t drop the price, I won’t get the sale.” I’ve probably said it myself; that was before I realized what I was doing. I kept telling myself that getting the sale was more important than getting my price. What I was doing was killing my confidence. Whenever someone asked me to drop a price, I wondered if they had spoken to my last customer. I also thought will I have to go lower to get this sale? I was on my downward spiral.  I watched my sales people struggle with the same problem; how low should we go?

Inexperienced sales people will tell me they’re trying to show the customer they have fair prices. You don’t need low prices to show the customer you know what you’re doing. If you continue to do this, you collect ‘price conscious’ customers who will never pay a higher price.

Dropping a price is like telling a lie. You have to start telling more lies to cover up the other ones. Have you ever had an incident when a customer returned weeks later and you couldn’t remember the price you gave them? Telling lies can erode your confidence.

Cutting costs can put you out of business. Why would you want to do that?

According to Lawrence Steinmetz, in his classic book, How to Sell at Prices Higher than Your Competition, says the following: 

“Most Sales reps who are most successful DON’T MESS WITH PRICE-BUYERSThere are times when you just don’t sell.” This is an old book but everything in it is right on!

Besides, my experience tells me that  dropping the price doesn’t necessarily guarantee you’ll get the sale.Sometimes you’re being tested by the customer. Unless you’re really good at “the drop,” the customer often leaves and takes your lower price to your competition. I remember when I bought my appliances for my house 20 years ago. Those were the days with ‘price matching.’ I shopped until I dropped and finally said to one retailer, give me your lowest price so we don’t have to do this forever!

Let’s go back to why the customer doesn’t win either. If they pay less than your original ‘asking price,’ they wonder why the price was so high to begin with. Wasn’t the original price real? So now the price/value equation is lost. 

If sales are your profession, you have to protect its integrity as well as your own.  Great salespeople get pleasure out of servicing their customers, helping to solve problems and getting the best out of their situation. Price or investment is the byproduct of the solution and should not be the focus. Stores like the Dollar Store are definitely price focused.  However, when I’m in the store, I always look for brand names that are discounted. Then I feel like I get my dollars’ worth.

Consider that the customer is also trying to get their dollars’ worth. They want to know that their purchase is worth more than the price they paid. This is where you come in. It’s your job to explain to the customer that your product, and your brand are worth the price. You do this by focusing on the problem and defining it so when you come up with the solution, the price seems more than fair.

Successful salespeople rely on value rather than price to cement the sale. The customer has to decide that your product will do the job; until that is established, price never matters. If the product doesn’t work, why would anyone buy it?

Unless you’re the Dollar Store, price cutting will eventually lead you out of business. Isn’t that the first things businesses do when they’re going out of business?

Lisbeth Calandrino has been teaching  salespeople  the “price/value” equation for the past twenty years and how to sell at profitable prices. Lisbeth spent 14 years with 7 “liquidator furniture and carpet stores” in the Northeast. She has spent her life negotiating price. To have teach pricing strategies to your employees, reach her at 518.495.5380, EST or Check out her website,

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By | 2017-09-22T12:32:31+00:00 March 9th, 2016|beliefs, Blog, Selling on price|0 Comments

5 Ways to Increase Your Customer Referrals

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What does a vendor referral mean?

What does a vendor referral mean?

Giving a referral may cause a conflict for some customers, but let’s look at how you can maximize the possibilities of getting them.

  1. Make sure the customer is aware that you understand and know your products. They need to know the scope of your expertise. If they only buy one product, how will they know what else your company has to offer?
  2. Deliver the most amazing customer service and go out of your way whenever possible. If you deliver the minimum, or what is expected, it’s unlikely you will have built a very strong connection with your customer. In order to be trusted, you must make sure all of your business systems work and if a problem occurs, you’re on top of it. Once the customer voices a complaint, you’ve lost the trust you are trying to build.
  3. You have to show the customer that referrals matter to you and why they’re important; are you trying to grow your business? This will make a difference to your customer.
  4. Be clear on the value that your company can offer. Know your company policies; deliver them in the best way you know how. If you need something extra for your customers, and you feel it’s deserved, see that it gets done.
  5. I consider this to be the one that will solidify your relationship with your customers. Can you help them do business? Do you know what services they provide and can you use their services, or do you have friends who will benefit from them? Let’s say your customer is an eye doctor, can you use their services? What about your customer’s commitment to the community, can you or your company support their cause?

You will feel more confident asking if you’ve shown the customer that you can be trusted and will go out of your way in every sense of the word. You will also know you ‘deserve’ a referral.

Lisbeth Calandrino has been helping businesses build sales and marketing strategies for over 20 years. For a consultation on how she can help you improve you bottom line, reach her at

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By | 2017-03-03T12:06:49+00:00 February 26th, 2016|Blog|0 Comments