Selling From the Heart Podcast

Welcome to another insightful episode of the Selling from the Heart podcast! 🎙️ Join hosts Larry Levine and Darrell Amy as they dive deep into genuine, trust-based selling with their special guest, Mark A. Mears.ABOUT OUR GUEST:Mark A. Mears is a #1 Best Selling author, keynote speaker, consultant, and visionary business leader with an impressive track record of driving innovation and growth for major brands like PepsiCo, McDonald’s, Frito-Lay, JCPenney, NBCUniversal, and The Cheesecake Factory. As the Founder and Chief Growth Officer of LEAF Growth Ventures, LLC, Mark is dedicated to helping individuals, teams, and organizations reach their growth potential and make a positive impact. His latest book, "The Purposeful Growth Revolution: 4 Ways to Grow from Leader to Legacy Builder," embodies his mission of purposeful growth. Mark is also a proud member of the Senior Leader Network within Conscious Capitalism, Inc.EPISODE SUMMARY:In this episode, Mark Mears introduces the revolutionary LEAF growth model: Leadership, Engagement, Accountability, and Fulfillment. He shares his insights on the importance of authenticity, trust, and building genuine relationships in modern sales. Learn how to create a sense of community and belonging in the workplace and discover strategies to enhance customer relationships through meaningful value exchange. This episode is packed with practical advice on moving from being a leader to a legacy builder, making a lasting impact in a trust-driven world.KEY TAKEAWAYS:The LEAF growth model: Leadership, Engagement, Accountability, Fulfillment.Importance of authenticity and trust in modern sales.Creating a community and sense of belonging in the workplace.Strategies for enhancing customer relationships through value exchange.Impact of emotional connections on sales and profitability.QUOTES:"All it really is, is a value exchange. Authenticity and trust are crucial in building lasting relationships.""There's a short distance between the heart and the mind in successful sales.""Leadership, Engagement, Accountability, and Fulfillment—these elements intertwine to drive purposeful growth.""Belonging is crucial. We're all in the people business, which means we're in the feelings business.""Move from managing transactions to leading and building legacies with your team members."Learn more about Mark Mears: LinkedIn: https://www.linkedin.com/in/markamears/Learn more about Darrell and Larry:Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputationhttps://sellinginaposttrustworld.com/home-prereleasePlease visit Barnes & Noble to order your copy of the rerelease of the Selling from the Heart book.https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL!https://www.youtube.com/c/sellingfromtheheart/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/daily

Stephen Steers is a renowned consultant, keynote speaker, storyteller, stand-up comedian, and the author of "Superpower Storytelling." With experience advising over 750 companies across 30 countries, including industry giants like Google, Nike, HEC Paris Business School, and Entrepreneurs Organization, Stephen brings a wealth of knowledge and expertise to the table.SHOW SUMMARYIn this engaging episode of the Selling from the Heart podcast, hosts Larry Levine and Darrell Amy are joined by Stephen Steers, the acclaimed author of "Superpower Storytelling." They delve into the pivotal role of authenticity and trust in sales, showcasing how storytelling can be a transformative tool for connecting with clients and prospects. Stephen offers practical insights and strategies for crafting emotionally compelling narratives that resonate with business audiences. He highlights the importance of understanding what’s at stake, the goals of prospects, the desired emotional responses, and actionable next steps. The discussion features real-world examples and actionable advice on overcoming common sales objections and structuring calls to maximize engagement and trust.KEY TAKEAWAYSImportance of Authenticity: Authenticity is essential for building trust with prospects. Genuine storytelling fosters emotional connections and credibility.Four Essential Questions: Before telling any story, ask: What's at stake? What does your prospect want to learn or achieve? How do you want your prospects to feel? What do you want your prospects to do next?Human Connection: Sales are fundamentally about human connections. Understanding your prospect's needs and emotions is key to crafting resonant stories.Practice and Review: Regularly practice storytelling and review sales calls to refine your approach and enhance delivery.Emotional Engagement: Use personal anecdotes and emotional hooks to make stories more relatable and impactful.QUOTES"Story is the language of the heart, and it's where trust is built and sustained." – Darrell Amy"We're humans solving human problems in a business context. If I can't relate to you as a human first, almost 99 percent of the time, I don't care what you're selling." – Stephen Steers"You're training people how to react to you by the way you carry yourself over and over again by treating people like a transaction." – Larry Levine"A good story crafts the right type of emotion that gets a person into that emotional environment so they can receive the information you're ready to share." – Stephen Steers"If you're going to hire me for my services, the story of your business is going to be way more effective, and you're going to be way happier with the way you're telling it to the people you serve." – Stephen SteersLearn more about Stephen Steers:LinkedIn: https://www.linkedin.com/in/stephen-steers/Learn more about Darrell and Larry:Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputationhttps://sellinginaposttrustworld.com/home-prereleasePlease visit Barnes & Noble to order your copy of the rerelease of the Selling from the Heart book.https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL!https://www.youtube.com/c/sellingfromtheheart/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/daily

Adrian Chenault, who became CEO of Contact Mapping by integrating his father's principles with technology for enhanced success and connection, spent over seven successful years at Rackspace, advancing from financial analyst to Senior Director of International Finance in Zurich, overseeing operations outside the US. In June 2023, Contact Mapping was acquired by Nowsite, and Adrian is now joining Nowsite as CFO and VP of Business Development. Nowsite, a leader in AI-enabled marketing for network marketers, recently launched myAI, a product that allows network marketers to create an AI version of themselves to manage their social media and marketing.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy welcome Adrian Chenault, a visionary integrating AI with sales strategies. This episode delves into the innovative ways AI can enhance relational selling, helping sales professionals maintain authenticity, build trust, and elevate their sales game. Adrian shares practical tips and tools for effectively using AI without sacrificing personal touch. Perfect for sales professionals seeking to navigate the complexities of selling in today's skeptical landscape.KEY TAKEAWAYSAI as a Digital Assistant: AI can serve as a powerful tool to manage and recall important relationship details, helping sales professionals maintain personal connections at scale.Maintaining Authenticity: Using AI doesn't mean losing your voice; it's about enhancing your ability to communicate authentically and effectively.Future of AI in Sales: The integration of AI in sales is still in its early stages, with enormous potential to revolutionize how salespeople manage relationships and information.Balancing Process and Personalization: Successful sales involve a blend of structured processes and genuine human interactions, and AI can support both aspects without compromising authenticity.Practical Applications: Real-world examples, such as handling RFPs and enhancing social media interactions, demonstrate how AI can streamline and enrich the sales process.QUOTES"You bury your head in the sand at your own peril. AI is a generational shift in the world, and sales professionals can't afford to ignore it.""Amazing things start to happen when you shine the light on the other person, get curious, and let the conversation go where it goes.""AI should understand your voice and point of view. It should enhance your communication, not replace it.""Imagine an AI assistant that helps you remember all the little details about your client relationships, making your interactions even more personal and impactful.""We're in the first inning of what AI can do. The potential to enhance thoughtful, relational selling is massive."Learn more about Adrian Chenault: LinkedIn: https://www.linkedin.com/in/adrianchenault/ Learn more about Darrell and Larry:Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputationhttps://sellinginaposttrustworld.com/home-prereleasePlease visit Barnes & Noble to order your copy of the rerelease of the Selling from the Heart book.https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL!https://www.youtube.com/c/sellingfromtheheart/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/daily

Richard Weylman is an acclaimed author and expert in customer experience, renowned for his innovative strategies that seamlessly blend client acquisition with loyalty. His latest book, "100 Proven Ways to Acquire and Keep Clients for Life," offers a comprehensive blueprint for creating exceptional customer experiences and building authentic relationships. Richard's deep understanding of empathy and human connection in sales has made him a sought-after consultant and speaker, helping businesses worldwide to elevate their customer interactions and drive growth.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy welcome Richard Weylman, acclaimed author of "100 Proven Ways to Acquire and Keep Clients for Life." Richard shares invaluable strategies for creating personalized, humanized customer experiences that foster genuine connections and loyalty. From the importance of using clients' names correctly to crafting empathetic communications, this episode is packed with practical advice for sales professionals seeking to elevate their approach and build lasting relationships.KEY TAKEAWAYSPersonalization and Humanization: Use clients' preferred names and personalized communications to make them feel valued and understood.Empathy and Care: Demonstrating empathy and genuine care for clients' needs fosters deeper connections and loyalty.Client Experience: Focus on creating exceptional client experiences through thoughtfulness, kindness, and elevated interactions.Emotional Connection: Clients are looking for emotional connections with their providers, which can differentiate you in a commoditized market.Practical Strategies: Implement specific strategies like avoiding generic follow-ups and explaining the personal benefits of your services to the client.QUOTES"When you shine the light on the person or the people sitting in front of you, they'll shine the light right back.""People want someone who's kind, thoughtful, caring, and empathetic. If you deliver that, it becomes the bedrock of the relationship.""As salespeople, we have an incredible opportunity to create, enhance, and make that customer experience special in a way that nobody else does inside the company."Learn more about Richard Weylman: LinkedIn: https://www.linkedin.com/in/richard-weylman-keynotespeaker/Learn more about Darrell and Larry:Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputationhttps://sellinginaposttrustworld.com/home-prereleasePlease visit Barnes & Noble to order your copy of the rerelease of the Selling from the Heart book.https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL!https://www.youtube.com/c/sellingfromtheheart/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/daily

Dr. Rosie Ward embarked on her career journey in 1994 within the fitness industry, initially as a group fitness instructor and personal trainer, with a lasting affection for Zumba. Her academic pursuits led her to earn a bachelor’s degree in Kinesiology and a master’s degree in Public Health, specializing in worksite health promotion.However, a disillusionment with the conventional approach to employee wellness spurred her to seek a new direction. Experiencing firsthand the detrimental effects of a toxic work environment, she pursued a Ph.D. in Organization and Management, concentrating on organizational culture, leadership, and coaching.Recognizing the intrinsic link between individual well-being and organizational health, Dr. Ward transitioned through various leadership and consulting roles. Co-founding Salveo Partners, LLC, she established a consulting and professional development firm committed to revitalizing workplaces, fostering environments where organizations and their employees can flourish.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy are joined by Dr. Rosie Ward, a leading expert in leadership and organizational well-being. Dr. Ward shares insights on embracing core values and authentic self to enhance personal well-being, drive success, and create positive impact in the sales environment.KEY TAKEAWAYSAuthentic selling means connecting genuinely with customers, being authentic, and serving rather than just selling.Recognize and challenge self-limiting beliefs to close the gap between personal and professional selves.Pausing is essential; it interrupts reactivity and allows for intentional actions.Identifying and living by core values helps in making tough decisions and maintaining alignment.Grounding oneself in core values enables facing difficult situations with integrity and authenticity.QUOTES"Selling from the heart is being authentic and true to who we are, coming from a place of serving and connecting.""We live and work in a VUCA world—volatile, uncertain, complex, and ambiguous. Disruption is the norm.""We're hardwired to avoid discomfort, but disruption is where we grow and evolve.""Our childhood self is running the show, reacting to triggers from past experiences.""Once you're grounded in your values, it's easier to face the cringiness of self-exploration."Learn more about Rosie Ward, Ph.D.: LinkedIn: https://www.linkedin.com/in/rward/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputationhttps://sellinginaposttrustworld.com/home-prereleasePlease visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL!https://www.youtube.com/c/sellingfromtheheart/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/daily

Niraj is a seasoned sales professional with 25 years of experience in London. He's recognized as a LinkedIn Top Voice and a TEDx speaker. Through his career, he has trained over 500 small businesses, solopreneurs, and start-ups in various aspects of sales, including LinkedIn strategies, overcoming objections, and effective email writing.His book "Everybody Works In Sales" garnered significant acclaim, reaching the Amazon Top 100 list 30 times. Rather than relying on statistics, Niraj shares his personal journey of overcoming failures to achieve success, making it a refreshing read in the sales genre.In "The Easy Guide to Sales for Business Owners," Niraj offers practical insights to help businesses thrive while saving time and money. The book includes exercises and actionable takeaways for readers.Additionally, Niraj's work extends beyond traditional sales advice. In "Business Growth: Lessons Learned From Divorce, Dating and Falling in Love Again," he shares poignant lessons from his personal life, including overcoming divorce, navigating post-lockdown life, and finding love anew. Each chapter offers valuable insights applicable to business growth and personal development.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy are joined by returning guest Niraj Kapur, a renowned sales coach, TEDx speaker, and bestselling author. Niraj shares his profound journey of overcoming personal challenges, including his recent diagnosis of ADHD and autism. He discusses the importance of authenticity, self-awareness, and resilience in sales. Listen in to discover how Niraj uses his experiences to transform his approach to sales, emphasizing the power of genuine connections and serving others.KEY TAKEAWAYSEmbracing Authenticity: Authenticity in sales builds trust and fosters lasting relationships. Being genuine and sincere is crucial in today's skeptical market.Navigating Personal Challenges: Personal setbacks and challenges, such as ADHD and autism, can be transformed into strengths with the right mindset and support.Self-Improvement: Continuous self-improvement and learning are essential. Reading, meditating, and seeking professional help can significantly impact personal and professional growth.Mindset Shift: Shifting from a transactional to a relational mindset can enhance your sales approach. Focus on impacting a few people deeply rather than reaching many superficially.Serving Others: Serving others, even those who cannot directly help you, can lead to long-term success and fulfillment in sales.QUOTES"Selling from the heart means serving more people and helping those who can't necessarily help you.""You cannot control the outcomes; you can only control the inputs.""The more you learn, the more you earn. Continuous self-improvement is key.""Authenticity and sincerity are the foundations of trust in sales.""Transform personal challenges into superpowers by changing your mindset."Learn more about Niraj Kapur: LinkedIn: https://www.linkedin.com/in/nkapur/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation https://sellinginaposttrustworld.com/home-prereleasePlease visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL!https://www.youtube.com/c/sellingfromtheheart/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/daily

Dave Kahle is one of the world's leading sales authorities. He's written twelve books, presented in 47 states and eleven countries, and has helped enrich tens of thousands of sales people and transform hundreds of sales organizations. Sign up for his free weekly Ezine. His book, How to Sell Anything to Anyone Anytime, has been recognized by three international entities as "one of the five best English language business books.” Check out his latest book, The Good Book on Business.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy dive deep into the essence of authentic salesmanship and effective time management. We feature guest Dave Kales, a sales expert, who shares invaluable insights on boosting sales through strategic conversations and disciplined habits. Topics include the significance of planning, the power of preparation, and maintaining professionalism in sales. This episode is a goldmine for anyone looking to elevate their sales game in a trust-deficient world.KEY TAKEAWAYSPreparation is Key: Success in sales heavily relies on thorough preparation. Investing time in understanding your product, researching customers, and planning your interactions can significantly impact your performance.Time Management: Effective time management is essential. Prioritizing high-potential accounts, setting boundaries, and maintaining a disciplined schedule can lead to immediate improvements in sales results.Annual and Monthly Planning: Taking time annually to plan and organize your goals, and setting aside monthly reviews to adjust your strategies, helps maintain focus and direction.Daily and Weekly Organization: Consistently organizing your daily and weekly activities ensures that you stay on track and maximize your productivity.Respect for the Customer: Viewing your interactions from the customer's perspective and striving to make each engagement valuable builds trust and strengthens relationships.QUOTES"Half of your success in sales comes from the work you do when you're not in front of the customer.""Invest your sales time where it will get the best return on investment.""Preparation is not just about knowing your product; it's about knowing your customer and planning every interaction thoughtfully.""In today's world, winging it is no longer an option. Respect your customer's time by being thoroughly prepared."Learn more about David Kahle: LinkedIn: https://www.linkedin.com/in/davekahle/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputationhttps://sellinginaposttrustworld.com/home-prereleasePlease visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL!https://www.youtube.com/c/sellingfromtheheart/Click for your Daily Dose of Inspiration:

James Muir is the founder and CEO of Best Practice International, known for his expertise in sales with a 30-year career that spans from individual contributor to executive VP. As the bestselling author of "The Perfect Close," he focuses on simplifying complex sales processes. Muir has a significant background in healthcare, having worked with major names in technology and healthcare, such as HCA, Tenet, Catholic Healthcare, Banner, Dell, and IBM. Beyond his professional life, Muir is passionate, enthusiastic, and enjoys incorporating fun into his work. He is also a dedicated lifelong student of sales, an accomplished guitarist, an organic chemistry enthusiast, and a fitness buff. Residing in the mountains of Salt Lake City with his wife and two sons, Muir embodies a well-rounded and vibrant personality.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, hosts Larry Levine and Darrell Amy welcome sales expert and author James Muir. They dive deep into the challenges of dealing with stalled sales and discuss actionable strategies from James' new book, "Unsticking Deals." Listeners will gain insights into diagnosing the root causes of stuck deals and learn practical methods to keep their sales pipelines moving. Whether you're a sales professional struggling with deal closures or a leader seeking to optimize your team's performance, this episode is packed with valuable advice to help you navigate the complexities of today's sales environment.KEY TAKEAWAYSSincerity and Integrity in Sales Environments: Throughout the discussion, the importance of sincerity and integrity in navigating modern sales environments is emphasized. By prioritizing these values, sales professionals can build trust and credibility with clients, ultimately driving long-term success.Alignment with Client Priorities: The conversation stresses the significance of aligning sales propositions with client priorities. By understanding and addressing client needs, sales professionals can build stronger relationships and drive successful outcomes.Reengaging with Silent Clients: Muir outlines innovative messaging strategies for reengaging with silent clients. By leveraging these strategies, sales professionals can reignite communication and rekindle interest from clients who have gone silent.The 'Muchness, Soonness, and Sureness' Framework: Muir introduces the 'muchness, soonness, and sureness' framework for comparing sales options. This framework helps sales professionals prioritize and align sales propositions with client priorities effectively.QUOTES“If your intention is just to help them, then you can go into every single encounter, just enjoying yourself, having a great experience.”“We have to bring intentionality to the forefront, and if we can bring that good thing start to happen.”“It's about transforming the way you sell by being authentic, real, and trustworthy in every interaction.”"Trust has always been everything in sales, but boy, it's hard to get trust. It's hard to build it. It's hard to keep it.” “You can compare them based on sureness... Even if you're not the top priority... you can still position your solution as becoming a no-brainer” Learn more about James Muir: LinkedIn: https://www.linkedin.com/in/puremuir/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputationhttps://sellinginaposttrustworld.com/home-prereleasePlease visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL!https://www.youtube.com/c/sellingfromtheheart/Please visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/daily

Dr. Deborah Rozman, President and co-CEO of HeartMath Inc., has been a key leader since 1991, advancing the mission to create a more resilient and heart-centered world. HeartMath's programs offer scientifically validated techniques for emotional self-regulation and energy management, promoting health, resilience, and enhanced intuition. Dr. Rozman co-authored the Transforming book series and "Heart Intelligence," emphasizing heart-based guidance for effective decision-making. As a spokesperson, she advocates for heart intelligence in media, interviews, and keynote addresses, addressing personal, social, and global well-being. Dr. Rozman also contributes to the Advisory Board of the Transformative Technology Lab and HeartMath Institute's Scientific Advisory Board and Global Coherence Initiative Steering Committee. She is known for her role in developing award-winning technologies like emWave® and Inner Balance™ for heart-brain coherence.SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy dive into the transformative power of heart-based selling with special guest Deborah Rozman, President and CEO of HeartMath Inc. They explore how aligning the heart, mind, and emotions can revolutionize your sales approach, boost performance, and reduce stress. Deborah shares insights from HeartMath’s extensive research and introduces practical techniques to achieve heart coherence, making every sales interaction more genuine and impactful.KEY TAKEAWAYSHeart-Based Selling: Understand the importance of authenticity and trust in sales and how connecting through the heart can enhance relationships with customers.The Science of Coherence: Learn about the scientific basis of heart coherence and its impact on the brain, emotions, and overall well-being.Practical Techniques: Discover a simple yet powerful technique to achieve heart coherence, which can be used before, during, and after-sales interactions to maintain focus and reduce stress.Real-World Applications: Hear how sales professionals can integrate heart-focused breathing into their daily routines to improve their interactions and overall sales performance.Emotional and Physiological Benefits: Explore the broader benefits of heart coherence, including improved sleep, reduced anxiety, and better decision-making.QUOTES"Simplicity is crunched complexity. If things weren't simple, we'd never get there.""Life is fulfilling when you connect in the heart with whomever you're interacting with.""When you establish heart resonance, you intuitively know what to share and how to position what you have to sell.""Creating a coherent, resonant vibration by heart-focused breathing with love, care, kindness, or appreciation establishes resonance with the other person.""Incoherence is an expensive habit. Anxiety and stress can cost you dearly in sales performance."Learn more about Deborah Rozman: LinkedIn: https://www.linkedin.com/in/deborahrozman/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputationhttps://sellinginaposttrustworld.com/home-prereleasePlease visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL!https://www.youtube.com/c/sellingfromtheheart/Please visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/daily

Andy Paul nearly didn't make it past the sales training class in his first job after college because he was seen as too introverted and analytical. Yet, over the past three decades, he's excelled as an author, sales leader, speaker, and consultant by embracing his distinctive style and approach. He has helped improve the performance of sales teams handling products ranging from multi-million-dollar communications networks to sports memorabilia, working with startups and Fortune 1000 companies. With experience across global markets and various sales channels, Andy now shares his insights to help businesses build successful teams and reach their goals.SHOW SUMMARYIn this episode, Larry Levine and Darrell Amy interview Andy Paul, renowned sales expert and author of ‘Sell Without Selling Out’. They discuss how the sales landscape is evolving in the current "post-trust" world. Andy advocates for an approach that prioritizes understanding customer needs and offering genuine value rather than leading with a hard-sell pitch. This conversation explores how sellers can redefine their roles to help clients clarify their goals and solve challenges through human-centered connections. Together, they emphasize that sales professionals who act as trusted advisors will not only achieve their quotas but also transform the perception of the sales profession itself.KEY TAKEAWAYSAuthenticity Over Tactics: Buyers value genuine connections and are tired of sales tactics that don't address their needs.Helping vs. Selling: True sales success lies in understanding the client's goals and providing valuable insights that guide their decision-making.Reinventing the Sales Process: Sales stages must align more closely with the buyer's journey, focusing on solutions rather than pitching products.Weak Ties & Strong Ties: A salesperson can provide new perspectives and insights by acting as a weak tie in the customer's network.Slow Down to Sell Faster: Building relationships and deeply understanding the buyer's needs might require multiple conversations, but it's essential for building trust and winning business.QUOTES"Selling is not helping. Selling is selling. Helping is helping. Both are required, but we need to get them in the right order.""If buyers are talking to you, it's because they need to. So you need to figure out what they need from you.""Sales professionals who see themselves as trusted advisors will transform how their clients see the sales profession."Learn more about Andy Paul: LinkedIn: https://www.linkedin.com/in/realandypaul/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputationhttps://sellinginaposttrustworld.com/home-prereleasePlease visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL!https://www.youtube.com/c/sellingfromtheheart/Please visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/daily