Selling From the Heart Podcast

Welcome to the Selling From The Heart podcast with Darrell Amy and Larry Levine as they feature Jim Packard and George Campbell, the co-authors of The Consistency Chain. How people make decisions can be drastically different from one person to the next.Only 20% of people make decisions using their prefrontal cortex, the executive function part of the brain, while the rest of the 80% use their primal ventral striatum which makes decisions based on whether it is easy, safe, and pleasurable.The trick is to lean into this. Do things today to create a relentlessly consistent string of wins every single day. The only rule is to not break the chain and, to help this, all you have to do is look at your daily progress. The satisfaction of knowing you are consistent is the reward itself!HIGHLIGHT QUOTESA vast majority of people make decisions based only on 3 factors - George: "80% of us, people like me, tend to make decisions in the ventral striatum which is a much more primal part of the brain that makes decisions based on is it easy, is it safe, is it pleasurable. This is where consistency goes to die because consistency is none of those 3 things."Do NOT break your consistency chain - George: "Every single day, we're putting another link on and the goal is so simple: just don't break the chain. I can take all of the stuff that I want to do and I can boil it down into this one action, and then when I put that mark on the calendar that day, that's my satisfaction."Connect with Jim and George and get their book:George Campbell | Jim PackardWebsite | AmazonLearn more about Darrell and Larry: Darrell | Larry | WebsiteGot a video about how you sell from the heart? Share it by texting VIDEO to 21000.Click HERE to preorder your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! Please visit WHYINSTITUTE.COMPlease go to WORKBETTERNOW.COMClick for your Daily Dose of InspirationCheck out the 2023 Authentic Selling ChallengeGet your Insiders Group FREE PASS here Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Welcome to the Selling from the Heart podcast with Darrell Amy and Larry Levine as they welcome Stacey Hall, the author of Selling from Your Comfort Zone and founder of Success with Stacey Hall. Being comfortable does not mean being lazy. It means you sell in alignment with your values, experiences, and products without needing to be assertive.Sales professionals are always told to be prepared for no. But what if we instead enter conversations with the intention of getting a yes? Stacey talks about changing the mindset and expecting good things to happen rather than objections. A foundation of trust is created when you offer valuable content and engage clients about their needs and challenges.HIGHLIGHT QUOTESAsk, don't tell, and build an authentic relationship - Stacey: "I'm asking questions. I'm not telling anything. I'm not prepared to tell anything. I'm prepared to know what my service or my product actually does and what problems it solves that I'm prepared for.""But in the conversation, I'm not prepared to tell that. I'm prepared to sit and listen and ask questions that help me identify does this person need what I've got back here? The more I'm asking, the more they're telling."Sell by being aligned with your values, products, and clients - Stacey: "The Alignment Marketing Formula that I teach is how to be in alignment with yourself, with your products, with your clients, how to believe in that alignment so you don't have to be pushy and spammy.""You can just stand in confidence. And then how to take consistent action every day towards building an audience, engaging an audience, getting your audience to trust you, and then making your offers."Connect with Stacey and get her book:LinkedIn | Website  Learn more about Darrell and Larry: Darrell | Larry | WebsiteGot a video about how you sell from the heart? Share it by texting VIDEO to 21000.SUBSCRIBE to our YOUTUBE CHANNEL! Please visit WHYINSTITUTE.COMPlease go to WORKBETTERNOW.COMClick for your Daily Dose of InspirationCheck out the 2023 Authentic Selling ChallengeGet your Insiders Group FREE PASS here Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Welcome to the Selling from the Heart podcast with Darrell Amy and Larry Levine as they welcome Oakland McCulloch, a retired lieutenant colonel and the author of Your Leadership Legacy. Taking from 40 years of leadership, Oakland zeroes in on taking care of people as the number one priority of every organization.He emphasizes that a culture of trust starts with servant leadership, and you can start this by bridging the professional and personal gap to forge trust with your team. Oakland also points out that leadership development does not happen by accident and how self-discipline is one of the biggest characteristics of leaders. HIGHLIGHT QUOTESEverything cascades from taking care of your people - Oakland: "People will always tell me when I tell them about it's not about you, and they say well, Oak, I really want my next promotion and I want my next pay raise." "And I said, you're going to get it. If you take care of people, they are better, which then makes your organization better, which then makes you better, which means you're going to get your promotion."Developing new leaders has a twofold benefit - Oakland: "Leadership development doesn't happen by accident. You have to develop a plan in your organization that is developing that next generation of leaders. And here's what I tell people, you get two benefits." "Not only are you getting better leaders, which then again gives you a better company and more profit if that's the bottomline that you're really looking for, but you also give people in your organization the ability to move up, which then helps their motivation."Connect with Oakland and get his book:LinkedIn | Website  Learn more about Darrell and Larry: Darrell | Larry | WebsiteGot a video about how you sell from the heart? Share it by texting VIDEO to 21000.SUBSCRIBE to our YOUTUBE CHANNEL! Please visit WHYINSTITUTE.COMPlease go to WORKBETTERNOW.COMClick for your Daily Dose of InspirationCheck out the 2023 Authentic Selling ChallengeGet your Insiders Group FREE PASS here Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Welcome to the Selling from the Heart podcast with Darrell Amy and Larry Levine as they feature Brad Adams, a dynamic and engaging speaker, trainer, and coach who helps clients transform their organizations and accelerate revenue growth. Darrell shares the analogy of "slowing down to speed up" and this captures what Brad says about investing in people. If leaders want their sales reps to improve their relationship selling with their ideal clients, then they have to model how to invest in people to their sales reps. Coaching requires a significant time investment but the payoff translates to better relationships, retention, and results.HIGHLIGHT QUOTESAvoid being transactional and invest in your people instead - Brad: "When you just tell people what to do, it's almost like a salesperson being very transactionally-minded with their clients. You're being a transactional-minded leader when you're telling people what to do versus spending that extra time guiding them, provoking them, asking them very profound questions to get them to the realization that maybe they can do things a better way." Make the time investment to coach reps on relationship selling - Brad: "We don't do coaching as leaders because it's really hard and it's really time-consuming, but yet if we were to do that, we would mold the person into being a better relationship seller."Connect with Brad:LinkedInLearn more about Darrell and Larry: Darrell | Larry | WebsiteGot a video about how you sell from the heart? Share it by texting VIDEO to 21000.SUBSCRIBE to our YOUTUBE CHANNEL! Please visit WHYINSTITUTE.COMPlease go to WORKBETTERNOW.COMClick for your Daily Dose of InspirationCheck out the 2023 Authentic Selling ChallengeGet your Insiders Group FREE PASS here Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Welcome to the Selling from the Heart podcast with Darrell Amy and Larry Levine as they chat with Justin Clark, the Vice President of Business Development at EVI Industries. When you have a genuine care for customers, whether they receive your good intentions or not, the outcome of your relationship does not matter. Being real flows as well when you are a leader at the helm of a sales team. Justin shares how he took feedback and how this improved his relationships, and how "confident uncertainty" became their rallying cry through COVID. Justin also emphasizes the need for white space to develop genuine interactions with teams. HIGHLIGHT QUOTESHow to draw the line with too much authenticity - Justin: "We don't give our pearls to swine, meaning we don't have to tell everyone all of the best things that we have in our life. However, connecting with our team so they recognize what's going on with you as a person in general." Gain credibility with one-on-ones with your team - Justin: "Don't miss them, don't constantly reschedule them, don't make them they need to be important for the team but you are so busy that you're constantly—they need to be on your calendar and truly important or don't have them because that credibility that you're hoping to gain will go out the window."Be-Do-Have is the secret to getting what you want - Justin: "In The Strangest Secret, since 1950, pre-podcast, they're talking about Earl Nightingale, we are what we think about. So Be-Do-Have. If you want to be it, start doing it, and before you know it, I promise you, you will have it."Connect with Justin and get his ebook:LinkedIn | WebsiteLearn more about Darrell and Larry: Darrell | Larry | WebsiteGot a video about how you sell from the heart? Share it by texting VIDEO to 21000.Selling from the Heart Experience tickets available HEREPlease visit WHYINSTITUTE.COMPlease go to WORKBETTERNOW.COMClick for your Daily Dose of InspirationCheck out the 2023 Authentic Selling ChallengeGet your Insiders Group FREE PASS here Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Welcome to the Selling from the Heart podcast with Darrell Amy and Larry Levine as they sit down with Bret Barrie, the National Director of Corporate Accounts at Urgo Medical North America, as well as the author of The Selling Edge and Promoted. Transitioning from individual contributor to sales leader is not a clear-cut process. It takes nuance and Bret shares the 3 things you need to be successful: build your personal brand, have career-oriented discussions with the higher-ups, and develop a career roadmap. Not only can this drive your career forward, but it also shows that you care enough to want leadership. The trio also shares their sales manager nightmare stories that all sales reps can relate to!HIGHLIGHT QUOTESBe intentional about building your personal brand - Bret: "Really be mindful of how you're acting and how that's being perceived by those above you, especially senior leaders. You're going to want their endorsement for a job at some point if want to go that path."Take the initiative to have career-oriented discussions with your leaders - Bret: "Once you do determine that this is the route you want to go, you need to let your manager know, whether it's in a one-on-one meeting, I think annual reviews and midyear reviews, these are great times to engage in career-oriented discussions."A career roadmap reveals the steps you need to take to become a leader - Bret: "Build out a career roadmap and you can almost do a gap analysis on yourself to identify what are you going to have to do in the next job? What are the skills that are required? And how do you get that experience?"Connect with Bret and get his books:LinkedIn | Website | AmazonLearn more about Darrell and Larry: Darrell | Larry | WebsiteGot a video about how you sell from the heart? Share it by texting VIDEO to 21000.Selling from the Heart Experience tickets available HEREPlease visit WHYINSTITUTE.COMPlease go to WORKBETTERNOW.COMClick for your Daily Dose of InspirationCheck out the 2023 Authentic Selling ChallengeGet your Insiders Group FREE PASS here Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Welcome to the Selling from the Heart podcast with Darrell Amy and Larry Levine as they chat with Dan Dominguez, the Chief Growth Officer at the WHY Institute. Selling from the heart is all about being authentic to your prospects and clients.Dan shares his thoughts on the indicators that show you are successful in selling from the heart. Conversations that flow naturally are the start of great relationships, and even if you are not a good fit today, that relationship keeps you top of your mind for future opportunities.Dan’s favorite thing to ask is what gets you excited today? This works externally with clients but also internally with your sales team. Knowing a person's WHY OS provides insight into what is important to them, their strengths, and how you can most effectively work with them to reach common goals.HIGHLIGHT QUOTESAim to start a relationship, not close a sale - Dan: "When we're having a great sales conversation with either a prospect or a current client, that conversation just flows and at the end when you get to the part as Mark Hunter likes to say when you get to start the relationship, not close the sale when you get to the start of the relationship, it's almost like, hey, how do we get started?"Each team member has different strengths that leaders need to figure out - Dan: "You've got a sales leader and he's got all different kinds of people on his or her team, and they've got to figure out okay, what are their strengths? And you talk to each of them differently. So you're going to talk to Larry differently than you're going to talk to Darrell." Connect with Dan:LinkedIn | EmailLearn more about Darrell and Larry: Darrell | Larry | Website Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.Selling from the Heart Experience tickets available HEREPlease visit WHYINSTITUTE.COMPlease go to WORKBETTERNOW.COMClick for your Daily Dose of InspirationCheck out the 2023 Authentic Selling ChallengeGet your Insiders Group FREE PASS here Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Welcome to the Selling from the Heart podcast with Darrell Amy and Larry Levine as they sit down with Amy Franko, a sales leader who built a successful B2B career with IBM and Lenovo before pivoting to entrepreneurship with a focus on sales consulting, training, and leadership excellence. Amy is also the author of The Modern Seller.Amy's insight on selling from the heart is centered on sincerity and substance. Not only must salespeople be genuinely consultative to help clients make decisions, but they must also be able to "bring the goods" and have the business acumen that allows them to make smart recommendations. Amy also provides suggestions so sellers can determine if their approach is actually consultative.HIGHLIGHT QUOTESConsensus building does not mean agreement, it's a compromise - Amy: "The idea of consensus building, and the consensus isn't necessarily 100% agreement. You have a room of 5, 8, 10 people that are involved in maybe a very complex opportunity, the odds of every single one of them agreeing on everything is really small.""There are tradeoffs that have to happen or maybe some difficult conversations and we as a sales professional or sales leader in that conversation, we can actually guide that and help them to have those conversations and make those tradeoffs so they can get to a point where they could make a decision."Create a question bank before every sales conversation - Amy: "Before you get every conversation, having that mindset of how can I best help the customer, how can I best serve the customer? The great question is an excellent place to start and I often encourage my clients to create a question bank. You only need maybe 3 or 4 questions to go into any sales conversation. They have to be the right questions, but that type of individual prep." Connect with Amy and get The Modern Seller:Amy Franko | Website | AmazonLearn more about Darrell and Larry: Darrell | Larry | WebsiteGot a video about how you sell from the heart? Share it by texting VIDEO to 21000.Selling from the Heart Experience tickets available HEREPlease visit WHYINSTITUTE.COMPlease go to WORKBETTERNOW.COMClick for your Daily Dose of InspirationCheck out the 2023 Authentic Selling ChallengeGet your Insiders Group FREE PASS here Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Welcome to the Selling from the Heart podcast with Darrell Amy and Larry Levine as they have a chat with Andrea Waltz and Richard Fenton, the authors of Go for No! Yes Is the Destination, No Is How You Get There, and their latest book, When They Say No.Salespeople need to understand that you need to be willing to hear no before you hear yes and that the more you hear no, the more you will hear yes as well. Andrea and Richard give actionable advice for when you do hear no, like learning to really listen and becoming curious enough to ask prospects why they said no.They share their message about the fear of rejection and how to move through the sting and the panic it causes, which is really just a natural biological response. Andrea advises salespeople to change their stake when feeling down, while Richard gives tips in separating a personal no from a professional no.HIGHLIGHT QUOTESWhen you feel deflated from rejection, change your stake - Andrea: "So the two keys to changing your stake; one is, and Tony Robbins talks about this, it's movement. It's just changing your environment. You do need to get up, you need to move, and you need to get the endorphins going for a walk, taking the dog out, going to the gym, as soon as you possibly can. And the second one is music, or watching a funny video."Sometimes "no" is simply due to a customer's preference - Richard: "Our natural reaction is to take it personally. And the reason is that most people, when they hear the word no, they have this assumption that they have been rejected, not the product, not the service, that they personally have been rejected."Connect with Andrea and Richard and get When They Say No:Andrea Waltz| Richard Fenton| AmazonLearn more about Darrell and Larry: Darrell | Larry | WebsiteGot a video about how you sell from the heart? Share it by texting VIDEO to 21000.Selling from the Heart Experience tickets available HEREPlease visit WHYINSTITUTE.COMPlease go to WORKBETTERNOW.COMClick for your Daily Dose of InspirationCheck out the 2023 Authentic Selling ChallengeGet your Insiders Group FREE PASS  here Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Welcome to the Selling from the Heart podcast with Darrell Amy and Larry Levine as they sit down with Sharon Lechter, a celebrated keynote speaker, co-author of the international bestseller Rich Dad Poor Dad, and author of Three Feet From Gold, among many other achievements.Today, Sharon shares the Personal Success Equation and its different elements, as well as the story behind how she brought new life to the fundamental teachings of Napoleon Hill in Think and Grow Rich and Outwitting the Devil. She advises sales professionals on how to prioritize their financial foundation to really break through and become rich.Stay tuned as Sharon shares her upcoming book How Money Works for Women, which tackles the financial challenges that women face.HIGHLIGHT QUOTESThe personal success equation explained - Sharon: "Passion plus talent times association, really knowing that you have driving forces and you're doing it together, and then times A, taking action. How many times do we know what we're supposed to do, we just don't do it? Anybody busted? I think so" "And then the last element is plus F, which is faith. Faith and confidence in yourself, faith that what you're doing is needed and necessary. Faith that you will succeed. And when you combine that together, you'll see, you'll find the element that might need a little work in your life."Become rich by investing in yourself - Sharon: "There's a phrase that's coined called HENRI, High Earner Not Rich Yet. So many people, whether you're in real estate or car sales, whatever sales profession you're in, pay attention to the money when it comes in and how are you letting it go away, or are you reinvesting it in yourself and in your future? because the more you reinvest in yourself, the more comfortable and consistent you are in your own personal financial health."Connect with Sharon and get her truly inspiring books:LinkedIn | Website | Amazon | EmailGet your Personal Success Equation HERE.Learn more about Darrell and Larry: Darrell | Larry | WebsiteGot a video about how you sell from the heart? Share it by texting VIDEO to 21000.Selling from the Heart Experience tickets available HEREPlease visit WHYINSTITUTE.COMPlease go to WORKBETTERNOW.COMClick for your Daily Dose of InspirationCheck out the 2023 Authentic Selling ChallengeGet your Insiders Group FREE PASS here Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.