The Advanced Selling Podcast Heart vs. Process: Why Both Matter in Sales Success
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Aug 18, 2025 Discover the critical balance between heart-centered selling and process-driven strategies. A candid coaching moment reveals how emotional connection complements systematic approaches for sales success. The importance of decisiveness in both sales and relationships is emphasized, showcasing how clarity can enhance negotiation outcomes. Learn why authentic communication is key, with techniques that refine connections and elevate professionalism. Whether you're naturally warm or process-oriented, find your path to building genuine relationships while driving results.
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Warm CEO Versus Process Seller
- Bill described coaching a warm CEO named Carl who naturally connects but lacks process.
- A top salesperson admitted, "I'm not a warm guy," and wanted to be more like his CEO.
Heart And Process Multiply Results
- Heart and process are complementary and together produce better outcomes than either alone.
- Heart means genuinely caring about the prospect whether they buy or not.
Record Calls To Detect Warmth
- Record your side of sales calls and listen back to hear whether you come across as warm.
- Fix missed moments by practicing short empathetic lines and repeat until natural.