Selling From the Heart Podcast

Welcome to the Selling from the Heart podcast with Darrell Amy and Larry Levine as they feature Dr. Gary Sanchez, an international speaker, author, a dentist for over 3 decades, and an inventor who discovered the 9 WHYs and developed the WHY Operating System (WHY.os).He is known as Dr. WHY and he is the founder of the WHY Institute, who also developed the WHY Discovery Tool. He shares that knowing your why attracts the people you want to do business with because they believe what you believe too.Gary discovered that there are just 9 WHYs that drive us, and if you find yours, then you can start connecting with people on that level, create trust, and you guessed it, sell from the heart. Find out more about the WHY.os and how you can start articulating your beliefs so your prospects will choose you!HIGHLIGHT QUOTESAlign your heart, head, and hands to sell authentically - Gary: "It goes back to some of the things we did in my dental practice, which we talked about; head, heart, and hands, right? If they're all in alignment, then it will feel right emotionally, it will feel right. But one of the things that are always important to me is the sequence. The sequence in that we think about things. So I wonder if the head, heart, and hands are in the right sequence. Should it be heart, head, or hands? If it feels right and then you know it's right, then you're going to do right."Sell to people with the same beliefs, but know what you believe first - Gary: "I started talking about what we believe. When you start with I believe, that connects to the limbic brain of the other person. And then they can say “yeah, that's what I believe”. I'm in, Or No, that's what I don't believe, I'm out, which is also okay. Have you guys ever had a bad client? Yeah. And what is that like? How much fun is that? None at all. They don't believe what you believe, so that's why that's so valuable. And if you're in sales, being able to articulate what you believe is so powerful to attracting the right people to you." Connect with Gary:LinkedIn | WebsiteLearn more about Darrell and Larry: Darrell | Larry | Website Selling from the Heart Experience tickets available HEREPlease visit WHYINSTITUTE.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 Sean Litvak, the bestselling author of Proverbs For Leadership. Today, Sean talks about putting the needs of the customer before a seller's need to close and coaching people to their strengths.Sean also discusses the thoughtful consideration of feedback and how to give and receive feedback that is based on a desire to improve rather than prescribe to others what is right. He also coaches on self-sabotage, promoting a healthy lifestyle, removing what discourages, and keeping what encourages in your life.HIGHLIGHT QUOTESLearn to like feedback to provide compassionate feedback yourself - Sean: "Over time, looking at feedback examples of my peers, looking at feedback examples in the Bible, looking at feedback examples in my personal life, I realized that I was missing the boat if I did not embrace feedback. And here's the punchline to it, allowing myself, changing myself to desire and like, dare I say, feedback, I became much better at giving people feedback in a more compassionate, kind way as opposed to just the facts, now go do it."Eliminate what discourages you to remove self-sabotage - Sean: "There's various types of self-sabotage and I'll tell you the first thing that people need to do, in my opinion, is sit down and write down everything that they read, listen to, and watch, and after you have that list, and I don't go over this in the book but this is what I've done is made a list of it and then look at it and say, okay, what here encourages me and what discourages me?" Connect with Sean and get his book:LinkedIn | Website | AmazonLearn more about Darrell and Larry: Darrell | Larry | WebsiteCheck out the Selling from the Heart EXPERIENCE Please visit WHYINSTITUTE.COMClick for your Daily Dose of InspirationGet 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 back to another episode of the Selling from the Heart podcast with Darrell Amy and Larry Levine. Today, they feature bestselling author Jon Gordon, whose principles are utilized by Fortune 500 companies, athletes, and sales professionals all over the world.Jon gives his insights on how selling from the heart means loving your clients and making a difference in their lives. He is convinced that to be great, you have to serve others and care more. And as love is the highest frequency, Jon explains how tuning in to love creates a connection with your customer that lasts a lifetime.As for the science behind selling from the heart, Jon shares the wild research that shows that a powerful and vulnerable conversation between you and a client, or you and a trusted friend, synchronizes your heartbeats. He also advises sales leaders to transform their cultures of fear to alleviate the pervading loneliness in sales.HIGHLIGHT QUOTESA powerful conversation synchronizes two hearts - Jon: "When you and I are having a really great conversation, like even right now, and we're having a powerful connection and you and maybe a client are sitting there, you and a friend are sitting there talking and you're being vulnerable, when that happens, research from HeartMath shows there's actually a synchronization that happens."The difference between average and greatness is care - Jon: "The best athletes I work with, they care more about their craft, they care more about their team, they care more about getting better. The best salespeople care more about their clients, they care more about their product, they're passionate, they have purpose, and they're also on a mission. They're not just here to walk through the motions." Connect with Jon:LinkedIn | Website | Instagram | TwitterLearn more about Darrell and Larry: Darrell | Larry | Website Check out the Selling from the Heart EXPERIENCEPlease Visit WHYINSTITUTE.COMClick for your Daily Dose of InspirationGet 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 back to another episode of the Selling from the Heart podcast with Darrell Amy and Larry Levine. Today, they feature sales performance expert Dave Kurlan, Founder of Objective Management Group, best-selling author, award-winning blogger, and columnist at Top Sales Magazine.He shares that passion and a consultative approach differentiate sellers, and how qualifying sets apart the top 5% from the bottom 50% by a very wide margin. Dave emphasizes that relationship-building (and doing it well!) are the cures to commission breath and happy ears.He talks about the other sales competencies as well, such as responsibility over your results, and gives tips to sales leaders about becoming better judges of character to become better hiring managers.HIGHLIGHT QUOTESA consultative approach differentiates sellers today - Dave: "The ability to differentiate is front and center and differentiation come from their ability to take a consultative approach and consultative selling, whatever form of it you're using, but let's narrow it down to the ability to effectively listen and ask great questions. That is the lowest-scoring competency out of the 21 that we measure at Objective Management."Sellers that take responsibility can be coached to become even better - Dave: "When they rationalize, there's nothing we can do as coaches and trainers and managers to make them any better because they haven't accepted that they need to be better. But if they use the thumb, they say it was me, it was my fault, I take responsibility, then we can start coaching. That's an invitation to ask 'so what could you have done differently?'" Connect with Dave:LinkedIn | Blog | Email Learn more about Darrell and Larry: Darrell | Larry | WebsiteCheck 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 back to another episode of the Selling from the Heart podcast with Darrell Amy and Larry Levine. Today, they feature Ancil Lea, a healthcare software technology industry veteran of over 35 years who has helped startups gain market share with his relationships and strategies.He is the author of Common Grounds 2, the latest in a series, and he talks about achieving monumental things by making the first step. He highlights how being authentic is the correct way to sell and shares how a coffee shop is the best backdrop for creating lasting relationships.HIGHLIGHT QUOTESCuriosity, care, and comfort are business secrets - Larry: "When you bring curiosity to the forefront when you show that you care, there's a level of comfort that starts to happen. And when that level of comfort starts to happen, I firmly believe that's when people start opening up. And I often refer to these as business secrets. When you bring curiosity, and when you bring care and you bring comfort just watch what starts to happen to the amounts of information you start to learn."Start small by taking an action towards your goal - Ancil: "Starting small is, you know, everyone wants to do something big. But how do you get there? You really get there by making one small step. It's just taking action, doing something." Connect with Ancil:LinkedIn | AmazonLearn more about Darrell and Larry: Darrell | Larry | WebsiteCheck 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 back to another episode of the Selling from the Heart podcast with Darrell Amy and Larry Levine. Today, they feature Kimberly Wiefling, a serial entrepreneur, founder of Wiefling Consulting, and author of Scrappy Project Management who is known for her authentically scrappy style.Companies must engage people in a mission that matters, a purpose beyond profit. This reflects in levels of employee engagement and it also shows in how clients relate back to you. Kimberly shares her own experience in providing value first, creating safe spaces to connect meaningfully, and listening generously.  HIGHLIGHT QUOTESHigh employee engagement has no downsides - Kimberly: "Employee engagement is tied to sales, revenue, profit, and customer satisfaction. You know, all kinds of good metrics get better when you have high engagement. All kinds of bad metrics get better when you have high engagement. There's no downside to being highly engaged and having a wonderful group of work people who love to come to work in the morning."Re-humanize sales by making meaningful connections - Kimberly: "People need to understand that we are human beings first, and you cannot separate your personal and your professional life no matter how many of us have been taught that during our careers. It is about building relationships, building psychological safety, and building trust, and that is the foundation of selling from the heart and every other meaningful connection to our clients."Connect with Kimberly and get her book:LinkedIn | AmazonLearn more about Darrell and Larry: Darrell | Larry | WebsiteCheck 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 back to another episode of the Selling from the Heart podcast with Darrell Amy and Larry Levine. Today, they feature Helen Fanucci, an MIT-trained engineer who manages teams responsible for billions of dollars in quota. She developed the Love Your Team system of sales management, as well as wrote a book, and hosts a podcast with the same name.Helen shares how to love your team and your customer and why this is the superior business choice. Sales nowadays emphasize relationships and loving the people you work with builds the trust that these relationships need to thrive. With hybrid working being the norm, Helen also talks about creating connections virtually and how to retain your top talent.HIGHLIGHT QUOTESLoving your team translates to superior business results - Helen: "This is not a kumbaya thing either because it's also about delivering business results. And I found over the years that if I'm supporting my team and loving my team, I deliver superior results versus just business, business, business. You know, what have you done for me lately, that doesn't cut it and it's demotivating."3/4 of the quota is the financial cost of losing your top seller - Helen: "Day one of the fiscal year, your top seller leaves. Let's say, for round numbers, they have a million-dollar quota. So it takes three months to replace them, that's 250K of quota not attained. It takes another six months for them to get up to full speed, and that is if that replacement seller works out. And if not, you're back to square one. So that's kind of the fast math in terms of thinking about, okay, it is a crucial skill for managers to be able to retain talent." Connect with Helen and get her book:LinkedIn | Website | AmazonLearn more about Darrell and Larry: Darrell | Larry | WebsiteCheck out the 2023 Authentic Selling Challenge 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 new format of the Selling from the Heart podcast with your hosts Darrell Amy and Larry Levine. Today, they feature Keith Lubner, Chief Business Strategist at Sales Gravy. Like Darrel and Larry, Keith is fanatical about developing relationships with people who share his values.Keith also shares his insights on mastering the basics to weather any downturn and his thoughts on the number 1 skill sales professionals need in 2023 and beyond: time management. He also comments on radical consistency and showing up ready to genuinely help and create meaningful connections. HIGHLIGHT QUOTESNo matter the economic situation, the basics will make you win - Keith: "Get back to the basics because the basics always, always win. Look at all the sports teams out there, the ones that win championships. Every single one of them, they do the basics really well if you analyze it. Football teams, they're doing the blocking and tackling really well and they're not getting penalties. They're running the routes really well. The simple things. The basics."Emotional and people discipline are essential to sell from the heart - Keith: "It's emotional discipline and it's people discipline. And they forget about those and what happens is you start running people over. And what you have to remember... it's a dual process in sales. You have to be outcome-focused and driven to put something to the pipeline but you also have to be relationship-focused as well."Connect with Keith:LinkedIn | WebsiteLearn more about Darrell, Larry, and Selling from the Heart:Darrell | Larry | Website Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

There are times in your sales career when you hit a wall and the questions come. What am I doing? What is this all about? Who am I? These questions came to the surface with our friend, Carrie McCann. In the middle of a highly successful sales career she began to ask questions. Today you'll be inspired as you hear her story. You'll leave with some great ideas. More importantly, you'll leave with some powerful questions. Get ready to be inspired! Make sure to get your ticket for the 2023 Authentic Selling Challenge coming your way January 9-13. Each day we'll be coached by a powerful roster of sales experts. Register now at www.authenticsellingchallenge.com Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Get ready to embrace the power of gratitude! Elizabeth Cottrell is on a mission to catalyze a movement of heart-spoken notes of gratitude and encouragement. She is the author of Heart Spoken: How To Write Notes That Connect, Comfort, Encourage, and Inspire. In this conversation you will be challenged and coached on how to develop a habit of sending personalized notes to your clients, prospects, coworkers, suppliers, and friends. Find additional ideas and resources on Elizabeth's website at www.heartspoken.com. Want to send a personalized card? Check out https:www.sendoutcards.com/u/fromtheheartcards. Send your first card for free. Make sure to get your ticket for the 2023 Authentic Selling Challenge coming your way January 9-13. Each day we'll be coached by a powerful roster of sales experts. Register now at www.authenticsellingchallenge.com.  Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.