ABOUT THE GUESTFrom Fortune 1000 Sales to Successful Entrepreneur: Mary Grothe is a masterful, inspirational storyteller. Her Keynotes, crafted effortlessly between her professional and personal worlds, will give listeners an in-depth look into how she achieves worldly success, yet overcomes the dark side of the pursuit of over-achievement.If asked what problem she solves, Mary would reply, "enslavement", referring to people who worship things of this world: fame, money, titles, and achievements, and lose their souls to gain earthly success. Her words are for the lost, the weary, the lukewarm Christians, and the Christian-curious. SHOW SUMMARYJoin hosts Larry Levine and Darrell Amy on the Selling from the Heart podcast as they engage in a deeply insightful conversation with Mary Grothe about her journey navigating professional success while addressing the dark side that often accompanies it. Mary shares her poignant story, revealing how her success in sales was intertwined with personal struggles and the quest for fulfillment. Her recently published book, Destination Remarkable: Surviving the Dark Side of Success, explores these intricate facets, shedding light on the importance of inner healing, spirituality, and separating one's identity from external achievements. The conversation uncovers invaluable insights for high-performance sales professionals facing similar challenges, emphasizing the necessity of inner work for genuine success.KEY TAKEAWAYSSuccess in sales can sometimes be a mask for personal struggles; acknowledging inner turmoil is crucial for true fulfillment.The pursuit of success can stem from a need to fill emotional voids or past inadequacies, leading to an insatiable hunger for achievements.Separating one's identity from professional accomplishments is essential for mental and emotional well-being.Spirituality and finding a deeper sense of purpose are instrumental in achieving true fulfillment and overcoming the dark side of success.QUOTES"I had destination addiction because no matter how good my performance was, it was never good enough.""I was trying to heal inside of myself. And the success became the drug and the addiction and the hit felt great. The high, I wanted it all the time.""Our world focuses on the hustle and the grind, and the 'do whatever it takes to win' mentality. That's not transferable to any average person to pick up my playbook and do it.""I have been living my life so backward. My understanding of my worth, my North star, the source I'm plugging into. I got right there.""There's so much freedom on the other side of that, when we're not tied to that [external success]."Learn more about Mary Grothe: LinkedIn: https://www.linkedin.com/in/marygrothe/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/ Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease 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/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass

Patti DeNucci is the author of the critically acclaimed book, "The Intentional Networker." She is a networking expert and consultant who helps professionals build genuine and meaningful connections. Patti believes that authentic relationships are the key to professional success.SHOW SUMMARYPatti DeNucci joins the Selling from the Heart podcast to discuss the power of intentional networking. She emphasizes the importance of being authentic and purposeful in building relationships. Patti shares her insights on how to navigate networking events with grace and intention. She encourages sales professionals to focus on having meaningful conversations rather than trying to make a sale. Patti also highlights the value of finding your "right people" and investing in your network.KEY TAKEAWAYSNetworking is about building relationships, not making immediate sales.Show genuine interest in others and ask meaningful questions to start conversations.Find your "right people" and invest in building relationships with them.Be intentional and purposeful in your networking efforts.Networking can happen anywhere, not just at formal events.QUOTES"It's about selling one conversation at a time and being your true self.""Drop the idea that you're going to make a sale because of a networking event.""Find your 'right people' and invest in building relationships with them.""Networking happens everywhere. It's just connecting.""Proximity is power when you're around other lifelong learners."Learn more about Patti DeNucci:LinkedIn: https://www.linkedin.com/in/pattidenucci/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/ Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease 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/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass

"Hugh Hornsby is an entrepreneur-minded leader who built up our turned around 10 divisions or companies on his "People based business Philosophy"" seeking and finding people who are stuck, who have a burning desire to achieve, an entrepreneur growth mindset, and want to become apart of a team that is bigger than themselves then helping them find their passion and purpose. Suffering a severe head injury, he was diagnosed as an epileptic with ADHD at the age of 10 when he learned the philosophy of "Never let anyone hold you back, especially you." Finding his passion and purpose of refusing to let others place labels on anybody. Believing that if you have a desire in your heart it will make its way to the head! He is the Vice President of Sales of Everflow Supplies where he helped build a regional company into a national manufacturer and distributor of plumbing, industrial, HVAC, and waterworks products based around people."SHOW SUMMARYIn this episode of Selling From The Heart, Hugh Hornsby discusses his people-first philosophy and the importance of aligning company goals with individual goals. He emphasizes the need for authenticity and caring in sales, and shares his personal journey of overcoming obstacles and finding success. Hugh believes in investing in his team and helping them become significant. He also highlights the importance of self-care and forgiveness in achieving personal and professional growth.KEY TAKEAWAYSAuthenticity and caring are essential in sales, and leaders should invest in their team members.Aligning company goals with individual goals creates a more impactful and positive work environment.Taking care of oneself is crucial for personal and professional success.Forgiveness is necessary for personal growth and overcoming negative experiences.QUOTES"Selling from the heart is about investing in yourself and giving back to others." - Hugh Hornsby"If you're not taking care of yourself, you can't take care of other people." - Hugh Hornsby"Time and training are the two things that can take businesses down." - Hugh Hornsby"Don't operate from the negative; operate from the positive." - Hugh HornsbyLearn more about Hugh Hornsby: LinkedIn: https://www.linkedin.com/in/hugh-hornsby-51986b10/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/ Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease 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/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass

ABOUT THE GUESTCasey is a growth partner specializing in helping entrepreneurs build businesses exceeding $10 million in value. With a wealth of experience, he has founded, acquired, and invested in multiple small businesses, notably turning a $9,000 investment into a $40,000,000 portfolio. His journey wasn't without challenges, as he once experienced burnout when his business became heavily reliant on him. Determined to create businesses that could thrive without his daily involvement, he developed a proven process. Now, he assists entrepreneurs and business owners in scaling their ventures and freeing themselves from day-to-day operations.Casey's process empowers entrepreneurs to regain control of their businesses, enabling them to focus on their most essential priorities. With over 100 successful case studies under his belt, Casey is a dedicated partner for those seeking to escape the daily grind, boost their business performance, and find more time for what truly matters in their lives.SHOW SUMMARYIn this episode of Selling From The Heart, Casey Cavell emphasizes the importance of focusing on quality over quantity in sales. He advises salespeople to do less but do it better, rather than trying to do as much as possible. He suggests identifying the ideal prospects and following a targeted process to achieve better results. Casey also highlights the value of having a peer group or coach to challenge and inspire sales professionals. He encourages salespeople to love what they sell and understand why they sell it.KEY TAKEAWAYSFocus on quality over quantity in sales.Identify your ideal prospects and follow a targeted process.Surround yourself with a peer group or coach for support and accountability.Love what you sell and understand why you sell it.QUOTES"Do less better.""Don't make a hundred calls, but make 20 calls and make sure they are quality calls.""Figure out what sets you apart and have a strong selling proposition.""Build trust with prospects before asking for the sale.""Have a written plan and review it regularly."Learn more about Casey Cavell: LinkedIn: https://www.linkedin.com/in/caseycavell/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/ Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.Please visit BarnesandNobles.com to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease 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/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass

Joey Coleman helps companies keep their customers and employees. As an award-winning speaker, he works with organizations around the world ranging from small startups to major brands such as Volkswagen Australia, Zappos, and Whirlpool. His First 100 Days® methodology fuels the remarkable experiences his clients deliver and dramatically improve their profits.His Wall Street Journal #2 best selling book, Never Lose a Customer Again, offers strategies and tactics for turning one-time purchasers into lifelong customers and his upcoming book, Never Lose an Employee Again, details a framework companies around the world can use to reduce turnover and increase employee engagement. When not speaking to audiences around the globe (he’s spoken on all seven continents), Joey enjoys playing board games, building LEGO sets, and reading bedtime stories with his amazing wife and two young sons.SHOW SUMMARYIn this episode of Selling From The Heart, Joey Coleman joins Larry Levine and Darrell Amy on the Selling From the Heart podcast to discuss the importance of building strong relationships with both customers and employees. He emphasizes the need to move from transactional to transformational relationships and shares insights from his research on the first 100 days of a customer's experience. Joey also highlights the connection between employee experience and customer experience, and offers practical strategies for improving both.KEY TAKEAWAYSBuilding personal and emotional connections with customers is essential for transforming transactional relationships into transformational ones.The first 100 days of a customer's experience are crucial for establishing a strong foundation and reducing fear, doubt, and uncertainty.Handoffs between salespeople and account managers can be improved by ensuring clear communication and maintaining emotional connection.Employee experience is just as important as customer experience, and everyone in the organization plays a role in creating a positive work environment.Salespeople have the opportunity to improve employee experience by elevating the status of their colleagues and recognizing their contributions.QUOTES"Selling from the heart is all about looking for the opportunities to not only identify, but develop and reinforce personal and emotional connection with the people we interact with." - Joey Coleman"When a human makes a purchase, their brain floods with dopamine. But almost as quickly as that dopamine floods their brain, it starts to recede, replaced by feelings of fear and doubt and uncertainty." - Joey Coleman"If the customer feels that the salesperson is still emotionally connected, is still involved, this can be something as simple as one of my favorite tools for handling this." - Joey Coleman"Happier employees equals happier customers. If your customers hate interacting with you, chances are your employees are going to hate coming to work." - Joey Coleman"We all play a role in employee experience. What's interesting is most of us have never thought about that." - Joey ColemanLearn more about Joey Coleman:LinkedIn: https://www.linkedin.com/in/joeycoleman1/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/ Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.Please visit BarnesandNobles.com to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease 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/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass

In addition to leading the Habits at Work team, Andrew Sykes is a Lecturer of Entrepreneurship at Northwestern University's Kellogg School of Management and a member of the Kellogg Sales Institute Executive Education Team, where he instructs the acclaimed course "Entrepreneurial Selling." This course has been recognized by Inc. Magazine as one of the "Top Ten" courses in the United States.With a career spanning 30 years, Andrew has held roles as a salesperson, entrepreneur, speaker, and expert in behavior change. His professional journey commenced with the establishment of one of South Africa's largest healthcare consulting companies.He is also a co-author of the book "The 11th Habit," which distills the research conducted by the Behavioral Research and Applied Technology Laboratory (BRATLAB). This research focuses on identifying the habits that truly contribute to sustained high performance, competitive differentiation, trust building, and organizational growth, and offers guidance on how individuals can develop and practice these essential habits.SHOW SUMMARYIn this episode of Selling From The Heart, Andrew Sykes discusses the importance of trust in sales and how to build trust in the first few minutes of a conversation. He shares his insights from years of research on trust and offers practical advice for sales professionals. Andrew emphasizes the need for salespeople to be committed to helping others make progress in their lives and to understand and meet their customers' expectations. He also challenges the common belief that trust takes time to build and explains how trust can be established in a matter of minutes. Andrew provides a framework for creating a strong first impression and highlights the power of genuine smiles and eye contact. He also discusses the role of apologies in trust-building and the importance of self-trust.KEY TAKEAWAYSTrust is something we give to others by vulnerably exposing ourselves to their potential deception or incompetence.Trustworthiness is assessed by others based on their experience of people like us in the past.The first few minutes of a conversation are crucial for building trust, and salespeople should focus on creating a strong first impression.Salespeople should introduce themselves by sharing one thing about their credible past and one thing that led them to choose their current profession.Apologies often break trust instead of restoring it, and salespeople should focus on acknowledging the impact of their actions and fixing it.People often lack self-trust and easily break promises to themselves, which can hinder their personal and professional growth.QUOTES"For me, selling from the heart means being committed to helping another human being make progress in their life.""Trust is something we give to other people. It's choosing to vulnerably expose ourselves to someone else's deception, incompetence, or lack of a track record.""Being trustworthy as assessed by someone else couldn't be more different because we assess trust based on false signals.""Trust is a generous thing to give, but being worthy of trust is assessed by someone else based on their experience of people like you in the past.""The feeling most people have when we're approaching them as salespeople is not unlike that feeling when you see three young adults with clipboards on the street.""Rather than saying, 'My name is Andrew, I'm the head of sales,' I encourage people to say one thing about their credible past and one thing that led them to choose their current profession.""Apologies usually break trust, not restore it. It's important to acknowledge the impact of your actions and focus on fixing it.""People often lack self-trust and easily sell themselves down the river, quitting on their dreams or promises to themselves.""The only way to unlock the greatness in us that hides behind our blind spots is to have generous people point to things in our potential that we don't see in ourselves."Learn more about Andrew Sykes: LinkedIn: https://www.linkedin.com/in/andrewsykes1/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/ Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.Please visit BarnesandNobles.com to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease 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/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass

Kay Miller is an expert on Uncopyable Sales. As the first woman ever hired for outside sales by Amerock, a division of Anchor Hocking, she built her formidable sales career by emphasizing long-term relationships over one-time deals. Kay was later hired by Walker Exhaust, a division of Tenneco and the largest automotive muffler manufacturer in the world. While there, she was named Walker's Salesperson of the Year, an accolade that earned her the nickname "Muffler Mama."Kay has been a top sales performer ever since and now speaks and consults to help others maximize their sales success using the Uncopyable Sales philosophy.SHOW SUMMARYIn this episode of Selling From The Heart, Larry Levine and Darrell Amy interview Kay Miller to discuss her book, "Uncopyable Sales Secrets," and how sales success comes from being good at selling yourself. She emphasizes the importance of building trust with customers and providing value. Kay shares her personal story of becoming "Muffler Mama" to stand out in the automotive industry. She encourages sales professionals to find their unique selling points and focus on their very best prospects. Kay also offers a free ebook with actionable sales steps.KEY TAKEAWAYSSales success comes from being good at selling yourself and building trust with customers.Find your unique selling points and focus on your very best prospects.Provide value and help customers improve their lives or businesses.Be willing to do things that no one else is doing to stand out in the market.QUOTES"Sales success is not the result of being good at selling a product or service, but from being good at selling yourself.""You are the secret sauce of what you sell because you really aren't selling a product or a service, you're selling an outcome and a transformation."Learn more about Kay Miller: LinkedIn: https://www.linkedin.com/in/millerkay/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/ Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.Please visit BarnesandNobles.com to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease 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/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass

In this episode of Selling From The Heart, Larry Levine and Darrell Amy interview Radhika Shukla, a senior sales leader with extensive experience in the industry. Radhika shares her insights on selling from the heart and the importance of servant leadership. She emphasizes the three pillars of successful sales: serving passionately, connecting authentically, and thriving collectively. Radhika also discusses the power of networking and building meaningful relationships in sales.ABOUT THE GUESTRadhika Shukla, an accomplished Sr. Sales Leader and holder of a Michigan-Ross MBA, brings forth over 21 years of invaluable experience in strategic sales leadership and business management. Her career has been defined by a strong emphasis on mentoring and leading high-performing teams across North America and Asia, with a focus on crafting cost-effective solutions that address critical business needs and drive digital transformations for customers.In her most recent role, Radhika successfully helmed a $250M+ P&L business in the US Enterprise Commercial East Region. Her leadership ethos can be succinctly summarized as "Inspire, Empower, Appreciate," reflecting her commitment to leading with empathy and care. Remarkably, she holds 15 Cloud and Industry tech certifications, including Microsoft Cloud and Industry 4.0, and is recognized as a Google Cloud Digital Leader, further underscoring her dedication to staying at the forefront of industry advancements.KEY TAKEAWAYSServing passionately means understanding the customer's needs and tailoring solutions to meet those needs.Authenticity is crucial in building trust with customers. Being transparent and open, even in difficult conversations, builds credibility.Thriving collectively involves cross-functional collaboration and presenting a united front to customers. It is important to remove barriers and support team members' success.Networking is a powerful tool in sales. Setting clear objectives, choosing targeted events, and being genuine and authentic can lead to valuable connections.Building an influential inner circle through networking can accelerate success in sales.QUOTES"Passionate service starts with truly understanding what the customer needs, not with what we have to sell to meet our quotas." - Radhika Shukla"Authentic connections are built on trust, transparency, and genuine relationships." - Radhika Shukla"Your network is your true net worth." - Radhika Shukla"Quality is more important than quantity when it comes to networking." - Radhika Shukla"Relationships have to be maintained. You have to nurture them." - Radhika ShuklaLearn more about Radhika: LinkedIn: https://www.linkedin.com/in/radhikashukla/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/ Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.Please visit BarnesandNobles.com to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease 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/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass

In this episode of Selling From The Heart, co-hosts Darrell Amy and Larry Levine invite guest Stan Phelps to discuss the importance of compassion and differentiated experience in sales. Stan shares his perspective on compassion, emphasizing the need to go beyond empathy and truly care about clients. The conversation explores the concept of "upgrading your humanware" by understanding oneself and clients' behavioral styles. Stan introduces the Diamond Rule, a framework that combines elements of the Golden Rule and the Platinum Rule, emphasizing the value of treating clients the way they want to be treated. The episode also delves into the goldfish metaphor, highlighting five factors that contribute to growth in both goldfish and businesses. Stan's book series, featuring different colors to represent aspects of customer experience, is also discussed. Listeners are encouraged to connect with Stan Phelps on LinkedIn and explore his books on Amazon.ABOUT THE GUESTStan Phelps is a Forbes Contributor, TEDx Speaker, IBM Futurist, Certified Speaking Professional, and best-selling author of the Goldfish Series. He is also an Instructor for the ANA School of Marketing and Rutgers Business School.A show-and-tell speaker, Stan empowers audiences to take action that delivers bottom-line impact. He strives to change the paradigm of marketing by encouraging audiences to focus on experiences as the ultimate competitive differentiator. He believes purposeful DX wins the hearts of employees and customers, and differentiation ultimately boosts loyalty, retention, referrals, and results.A masterful storyteller who quickly connects with audiences, Stan has delivered keynotes and workshops for Fortune 100 brands including IBM, Target, and more. He works directly with you to customize content that matches your audience and your goals to create a memorable and meaningful experience every time. Count on Stan to show up early, arrive prepared, and disrupt the all-work-and-no-play methodology with his sharp wit and trademark showmanship. He makes it his mission to exceed expectations and inspire audiences in ways they just can’t help but talk about — and won’t soon forget. KEY TAKEAWAYSCompassion in Sales: Selling from the heart means conducting business with compassion, going beyond empathy to truly caring about the customer's needs and well-being.Importance of Warmth: Warmth and sincerity are valued more than competence in building trust and relationships with customers.Differentiated Experience: Differentiating yourself in sales is not just about what you do, but why you do it, how you do it, and the experience you provide.Five Factors of Growth: Just like goldfish, businesses have five factors that influence their growth: market size, competition, external environment, early performance, and differentiation.Controllable Factors: Of the five growth factors, you have control over differentiation—how you stand out, why you do what you do, and how you build relationships.Word of Mouth: Word of mouth and referrals are crucial for business growth, and they are earned by providing exceptional experiences and going above and beyond for customers.Lagniappe: The concept of "lagniappe" or "land yap" from New Orleans emphasizes the importance of doing a little extra to honor the customer relationship and create memorable experiences.Diamond Rule: The Diamond Rule combines elements of the Golden Rule (treat others as you want to be treated) and the Platinum Rule (treat others as they want to be treated) by first managing yourself under pressure and then understanding and reducing pressure for your clients.Understanding Behavioral Styles: Recognizing that people have different behavioral styles helps you adapt your approach to meet their specific needs and preferences.Continuous Learning: To succeed in sales, it's essential to continuously learn and improve your people skills, communication, and ability to build relationships.QUOTES"Selling from the heart is simply doing business with compassion." - Stan Phelps"Compassion is about truly caring about [your clients] and understanding that their shoes might be... three sizes too small." - Stan Phelps"Differentiation isn't just about what you say; it's about what you do and how you do it." - Stan Phelps"It's less about the transaction and more about the relationship." - Stan Phelps"We gather every Friday for the Selling from the Heart Insiders group, and if you'd like to learn more about that, we sure would love for you to join us." - Darrell Amy"The biggest myth in business is this idea of meeting expectations." - Stan Phelps"The Diamond Rule takes the best elements of the Golden Rule and the Platinum Rule." - Stan PhelpsLearn more about Stan: LinkedIn: https://www.linkedin.com/in/stanphelps/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/ Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.Please visit BarnesandNobles.com to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease 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/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass

In this episode of Selling From The Heart, Weldon Long joins Larry Levine and Darrell Amy to share his inspiring journey from homelessness and prison to success and prosperity. He emphasizes the importance of selling from the heart, extending oneself emotionally and professionally to prospects, and maintaining integrity in sales. Weldon also discusses the power of consistency and the prosperity mindset, highlighting the role of expectations and imagination in achieving success. He explains how the reticular activating system filters our focus and the impact of cognitive dissonance on behavior. Weldon emphasizes the need for a morning routine and a prosperity plan to condition the subconscious mind for success.ABOUT THE GUESTWeldon Long is a successful entrepreneur, mindset expert, and author of the NY Times Bestseller, The Power of Consistency. From 13 years in a jail cell to running multi-million-dollar businesses...In 2003, Weldon walked out of a homeless shelter after serving over a decade in prison. A 9th-grade dropout and 3-time convicted felon, he found himself broke and unemployable. In just 5 short years he grew his company from $0 to $20 million and was selected by Inc Magazine as one of the fastest growing privately held companies in America.Weldon has since trained thousands of sales reps, and generated over $40 million across his 6 companies and over $480 million for his clients including Fortune 500 companies like FedEx,  Home Depot, Wells Fargo, and Farmers Insurance.He’s also a NY Times bestselling author of The Power of Consistency, Consistency Selling, and Upside of Fear.Today, Weldon is one of the nation’s most sought-after  sales experts. KEY TAKEAWAYSSuccessful sales require extending oneself emotionally and professionally to prospects, regardless of the outcome.Consistency in executing small actions consistently is more important than the scope of what we do.Expectations and imagination set the limit on our achievements.The reticular activating system filters our focus and determines what we notice and ignore.Cognitive dissonance drives behavior and can be used to align actions with goals.A morning routine and a prosperity plan help condition the subconscious mind for success.QUOTES"Successful sales is about extending ourselves emotionally and professionally to our prospects, whether or not we get the business.""Sales performance doesn't tell me a man's character or a woman's character. Did they extend themselves emotionally and professionally?""Success in life is about doing ordinary things extraordinarily well.""Expectations are the ceiling on what you do, but your imagination sets the ceiling on expectations.""Your self-consciousness has not been working on ways to make half a million. It's been working on ways to make a hundred thousand.""Your life has to be outlined in a simple format that you can review on a daily basis to condition the subconscious to go out and find those things.""The ultimate accountability is not about your family, it's about what you've decided you want and what you need to do every single day.""The power of consistency is executing on the small things on a consistent basis.""The subconscious mind is 10,000 times more powerful than the conscious brain.""Mindset and skillset together create incredible results."Learn more about Weldon Long: LinkedIn: https://www.linkedin.com/in/weldonlong/ 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/ Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.Please visit BarnesandNobles.com to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease 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/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass