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Imagine you’re a musician, standing on stage with your instrument in hand. The crowd is eager, waiting for you to play, but instead of feeling the familiar rhythm, you’re struggling with every note. You’re trying to play an instrument you’re not comfortable with—maybe it’s too complex or doesn’t align with your natural style. The result? You’re out of sync, frustrated, and the performance isn’t as powerful as it could be.
Now, imagine that you pick up an instrument that feels like an extension of you—something you’ve been playing for years, something that flows naturally with every movement of your fingers. Suddenly, the music comes alive. The crowd is captivated, and you’re energized, feeling the perfect harmony between you and the instrument. You’re playing at your peak, effortlessly and with passion.
This instrument is your Core Genius.
What Is Your Core Genius?
In the world of sales, your Core Genius is the one thing that, when you focus on it, makes everything flow effortlessly. It’s the natural talent or strength that allows you to engage clients, build relationships, and close deals with ease. It’s that unique skill or ability that you are exceptionally good at—something that brings energy and success without the constant struggle.
If you're trying to play an instrument that’s not your Core Genius, it can feel like you’re pushing hard to get results. But when you focus on your true strength—your Core Genius—you perform at your highest level, and the results come naturally.
A Story of Two Salespeople
Let me tell you about Ben and Sarah, two sales professionals at a top financial services firm.
Ben is a fantastic strategist. He’s always thinking two steps ahead, carefully mapping out his next move. His clients appreciate his detailed, methodical approach to investment planning, and he’s always on top of the numbers. However, when it comes to connecting with people—really understanding their emotional drivers and making them feel heard—Ben struggles.
He finds it hard to truly connect with his clients beyond the technical aspects of the sale. He works hard, but his energy feels drained, and sometimes he feels like he’s “forcing” his way to a close.
On the other hand, Sarah is a master communicator. She has an incredible ability to read people, to sense their emotions and needs without them saying much. Her clients feel like she understands them on a personal level.
While Sarah can create rapport in minutes and naturally draws people to her, she sometimes skips over the nitty-gritty details of financial planning that Ben thrives in. Her sales process can sometimes feel less structured, and she’s not as organized in presenting technical information. But when it comes to closing a deal based on emotional connection and trust? She’s effortless.
Both are talented, but their Core Genius lies in very different areas. Ben’s strength is in strategy and detail, while Sarah’s strength is in connection and empathy. The key is that they both perform best when they focus on what they do naturally well—Ben with strategy, and Sarah with building relationships.
How to Find Your Core Genius
If you’re a sales professional, finding your Core Genius is the first step toward unlocking your potential. Here’s how you can discover your instrument:
Look at Past Successes: Think about the sales or client interactions where you truly thrived. Was it a smooth, natural conversation where you felt fully in control? Or was it a challenging, uphill battle that took every ounce of your energy? Identify what worked best and what felt most comfortable. This is a clue to your Core Genius.
Example: Maybe you’ve had success building long-term client relationships, but struggle with the paperwork and logistics. Your Core Genius could be in relationship-building, while the other aspects can be delegated.
Notice What Energizes You: What part of your job do you enjoy the most? Is it strategizing how to close a big deal, or is it connecting with clients on a deeper, emotional level? The activities that energize you most are likely tied to your Core Genius.
Example: If you thrive in meetings where you’re educating clients on the benefits of financial planning, you likely have a strength in teaching or explaining complex concepts.
Ask for Feedback: Just as a musician seeks feedback on their performance, ask colleagues or clients what they believe you do best. The more you hear the same things, the clearer your Core Genius becomes.
Apply It to Your Daily Work: Once you’ve identified your Core Genius, start applying it more intentionally to your sales process. If your strength is relationship-building, focus on creating deeper, more personal connections with clients. If it’s strategic planning, spend your time crafting thoughtful solutions and guiding clients through every detail.
Play to Your Strengths
When you focus on your Core Genius, it’s like picking up the instrument that’s designed for your hands. The sales process becomes smoother, more enjoyable, and your results will soar. You’ll stop struggling against your own nature, and instead, you’ll perform with ease and energy.
At Michael Fox Coaching, we help sales professionals uncover their Core Genius and use it as a foundation to build a career that’s not only successful but deeply fulfilling. When you align your work with your natural strengths, you’ll see how effortless success can truly be.
Ready to Discover Your Core Genius?
Are you ready to stop “forcing” your way through the sales process and start performing at your best? Let’s work together to uncover your Core Genius and transform your sales game.
Contact Michael Fox Coaching today to schedule a session and start playing your best sales performance.
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