In this episode of Selling From The Heart, Dr. Yoram Solomon joins Larry Levine and Darrell Amy to discuss the importance of trust in sales. He shares his research on trustworthiness and how it impacts sales success. Dr. Solomon explains his trust-building model, which consists of six components: competence, personality compatibility, symmetry, positivity, time, and intimacy. He emphasizes the need for salespeople to be genuine, confident, and empathetic in order to build trust with clients. Dr. Solomon also highlights the importance of avoiding BS and being honest when you don't know something. He concludes by encouraging salespeople to focus on building trust rather than competing on price.Dr. Yoram Solomon is the founder of the Trust Habits Institute, teaching companies and individuals how to build trust in teams, be trusted by others, and know who to trust. He has published 12 books, holds 22 patents, and has written over 200 articles. Dr. Solomon is one of the top 20 global thought leaders on corporate culture and innovationKEY TAKEAWAYSTrust is the most important quality for salespeople, with 77.4% of people considering it the most important.Trustworthiness can increase the price a salesperson can charge by 29.6% compared to an untrustworthy salesperson.Building trust requires competence, personality compatibility, symmetry, positivity, time, and intimacy.Salespeople should be confident, genuine, empathetic, and avoid BS to build trust with clients.HIGHLIGHT QUOTES"Sell with trust, not price." - Dr. Yoram Solomon"The customer is not always right. This is about your success, not about pleasing you." - Dr. Yoram Solomon Learn more about Yoram Solomon:LinkedIn: https://www.linkedin.com/in/yoramsolomon/ 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, hosts Larry Levine and Darrell Amy are joined by John Hanson, a customer service expert and author of the book "Winning Secrets: How a Dictionary and a Ruler Can Change Your Life." He is known for his commitment to excellence in communication, responsiveness, and adding value to clients.John joins us to discuss the concept of Selling From The Heart and the key principles outlined in his upcoming book, "Winning Secrets." He emphasizes the importance of building trust with customers by genuinely caring about their needs and providing value. John introduces the idea of using a dictionary and a ruler to redefine success and measure progress. He encourages celebrating both successes and failures as learning opportunities and highlights the significance of preparation and continuous improvement in sales.KEY TAKEAWAYSBuilding trust with customers requires genuine curiosity and a commitment to understanding their needs.Success is not a one-time event but a continuous journey of progress and improvement.Celebrating failures as learning experiences can lead to growth and innovation.Preparation is key to handling success and maintaining high-quality service.Continuous improvement and a mindset of gratitude are essential for long-term success in sales.HIGHLIGHT QUOTES"The ability to earn trust and keep it is by learning their world, getting in their shoes, and genuinely caring about them." - John Hanson"Success is not a one-time event. It's a continuous journey of progress and improvement." - John Hanson"The opposite of winning in life is not failure. It's giving up, not trying at all." - John Hanson"Celebrate progress and failures as learning opportunities to fuel growth and innovation." - John Hanson"Preparation is the biggest part of winning. How are you preparing for the success that's ahead?" - John HansonLearn more about John Hanson:LinkedIn: https://www.linkedin.com/in/john-d-hanson-heroic-success/ 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, hosts Larry Levine and Darrell Amy are joined by Hannah Austin, author of "Hello, Head, Meet Heart." Hannah shares her experience with burnout and discusses the importance of aligning the head and heart to avoid burnout. She emphasizes the need for self-reflection and self-awareness and provides practical tips for recognizing and addressing burnout. Hannah also highlights the power of connection and community in overcoming burnout and finding fulfillment in both personal and professional life.Hannah Austin is a highly sought-after corporate leader and management professional, specializing in the management and prevention of burnout for professionals. As the CEO and Founder of SheShatters, LLC, she draws on her experience consulting and coaching corporate leaders to provide employees- at the mid to high point of their careers with the support they need to burn brightly without burning out.  Prior to founding SheShatters, Hannah spent 20 years as an executive in the healthcare industry, a role in which she faced immense pressure and witnessed her colleagues suffering the effect of burnout en masse. She became determined to make a change that would impact not only her own path in life but also the paths of the many inspiring professionals she knew and worked with.  Hannah founded SheShatters in 2021 with the goal of helping employees and managers find a balance between their personal and professional lives, and on a macro level, leading a movement away from corporate hustle culture. KEY TAKEAWAYSBurnout can be caused by untapped talent or creativity.Recognize the signs of burnout, such as cynicism, checking out, anger, and fatigue.Journaling and self-reflection can help identify energy levels and areas of fulfillment.Connect your head and heart by engaging in activities that bring you joy and fuel your creativity.Share your experiences and seek support from others to overcome burnout.HIGHLIGHT QUOTES"You are not alone. Reach out to those people and share with people what you're going through." - Hannah Austin"Be who you are at work and at home, be that same person and connect your head and your heart." - Hannah AustinLearn more about Hannah Austin:  LinkedIn: https://www.linkedin.com/in/hannah-austin-sheshatters/Hello, Head, Meet Heart Book: https://sheshatters.com/book/ 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, hosts Larry Levine and Darrell Amy are joined by Anthony Garcia to discuss the importance of setting meaningful and emotionally invested goals in sales. Anthony emphasizes the need to move away from a transactional mindset and focus on building genuine relationships with prospects. He shares his personal experience of setting goals that are emotionally invested and how it has driven his success. Anthony also provides practical tips on how sales professionals can start setting meaningful goals and plan for adversity.Anthony Garcia is a sales expert with nearly two decades of experience in direct business-to-business and medical sales. He has achieved top accolades in his field and has trained and developed sales teams for various companies. Anthony is the author of "Catapulting Commissions" and the host of the "Catapulting Commissions" podcast. KEY TAKEAWAYSSelling from the heart means genuinely caring about solving a problem for the prospect and being invested in the outcome after the sale.Money is just a way to keep score; the real motivation comes from setting goals that are emotionally invested.To shift from a transactional mindset to a meaningful goal-setting mindset, start by identifying the worst-case scenario if you fail and realize that it's not as bad as it seems.Anticipate adversity and plan for it in your goal-setting process.Create smarter goals that are emotionally invested and have a reward attached to them.HIGHLIGHT QUOTES"Selling from the heart is truly believing that the product or service I'm selling can solve a problem that I completely understand." - Anthony Garcia"Money is just a way to keep the score at the end of the game. But the goal is what drives me." - Anthony Garcia"If you hit your other goal, that opportunity will present itself." - Anthony Garcia"What if you failed? What's the worst-case scenario? Usually, it's such a minute instance in your life." - Anthony Garcia"Plan for adversity on a daily basis. It doesn't have to be catastrophic; it could be as simple as a product going on backorder." - Anthony GarciaLearn more about Anthony Garcia: LinkedIn: https://www.linkedin.com/in/anthonygarciainc/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, hosts Larry Levine and Darrell Amy are joined by Jonathan Mahan, the co-founder of The Practice Lab, a training community for sales professionals looking to develop their skills through deliberate practice. He is passionate about helping salespeople cut through the clutter of tips and tactics to focus on the most impactful core sales behaviors. Jonathan Mahan joins Larry and Darrell to discuss the importance of deliberate practice in sales. He explains that while simple repetition doesn't grow skill, deliberate practice can rewire the brain and equip salespeople with the abilities they need to perform under pressure. By practicing core fundamental skills and receiving immediate feedback, sales professionals can change their behaviors and elevate the sales profession. KEY TAKEAWAYSLazy selling can be done without much practice, but high-quality selling requires intense skill development through deliberate practice.Deliberate practice involves setting clear targets, receiving feedback during practice, and implementing that feedback immediately.Sales leaders should prioritize deliberate practice to see actual behavior change and improve sales team performance.HIGHLIGHT QUOTES"Repetition alone doesn't grow skill. Deliberate practice is the fastest way to grow skill and change behavior." - Jonathan Mahan"Practice takes knowledge and brings it into a part of the brain that's accessible under pressure during a performance." - Jonathan Mahan" Learn more about Jonathan Mahan:  LinkedIn: https://www.linkedin.com/in/jtmahan/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 https://www.sellingfromtheheart.net/preorder to pre-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:http://sellingfromtheheart.net/why-osPlease 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, hosts Larry Levine and Darrell Amy are joined by Kelly Riggs the author of the book Counter Mentor Leadership and is a speaker and business performance coach for executives and companies throughout the United States. He is known for his leadership, sales development, and strategic planning expertise.Kelly Riggs joins the Selling from the Heart podcast to discuss the need for authenticity and relationship-building in sales. He emphasizes the importance of character in sales professionals and the need to focus on the customer's best interests. Kelly also challenges the traditional approach to sales training, suggesting that it often results in inauthenticity and product-focused selling. He advocates for a shift towards a coaching culture and ongoing sales development to create lasting change and improve sales results.KEY TAKEAWAYSAuthenticity and character are crucial in sales, and sales professionals should prioritize the customer's best interests.Traditional sales training often focuses too much on product knowledge and can lead to inauthentic and pushy sales tactics.Building relationships and trust with customers should be a priority, and salespeople should focus on understanding the customer's needs and providing value.Sales leaders should create a coaching culture and provide ongoing development for their sales teams to improve skills and behaviors.Effective sales coaching involves ongoing support, reinforcement, and accountability to ensure that new skills are implemented and behaviors are changed.HIGHLIGHT QUOTES"The line between a sales professional and a capable con artist is character." - Kelly Riggs"Sales training, as it is currently practiced, simply doesn't produce the results we're looking for." - Kelly Riggs"We turn salespeople into product pushers, and it's why customers don't like salespeople." - Kelly Riggs"You don't build relationships in business the way you do in the real world." - Kelly Riggs"Closing is overrated. It's about building trust and relationships." - Kelly RiggsLearn more about Kelly: LinkedIn: https://www.linkedin.com/in/kriggs/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 https://www.sellingfromtheheart.net/preorder to pre-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:http://sellingfromtheheart.net/why-osPlease 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, hosts Larry Levine and Darrell Amy are joined by DB Bedford the CEO and founder of iNeverWorry Consulting a company that specializes in Emotional Intelligence and trains staff and leadership on how to effectively manage their behavior and make better personal decisions to achieve positive results.DB Bedford discusses the importance of emotional intelligence (EI) in sales. Emotional intelligence is the ability to recognize and manage one's own emotions and the emotions of others. He explains that emotional intelligence allows individuals to feel their emotions without letting them overpower their intelligence.  DB shares his personal journey of transformation from a life of crime to becoming an emotional intelligence coach. He highlights the role of perspective and being present at the moment in reducing worry and anxiety. DB also emphasizes the importance of building rapport and relationships with clients, as well as being intentional about creating positive experiences.HIGHLIGHT QUOTES"You have to be intentional about inspiration." - DB Bedford"I don't have to offer. People want more. They want to know more because they want to stay connected. And I want to stay connected to them. And that's genuine. So I also don't go places where I don't want to be inspired. You know what I mean? So I choose where I go and where I show up. If I decide that I'm part of the conversation, I'm bringing all the light, I'm bringing all the energy." - DB Bedford Learn more about DB Bedford: LinkedIn: https://www.linkedin.com/in/db-bedford-324bba4b/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 https://www.sellingfromtheheart.net/preorder to pre-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:http://sellingfromtheheart.net/why-osPlease 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, hosts Larry Levine and Darrell Amy are joined by Tim Rohrer, Tim is the author of "Sales Lessons of the World's Greatest Mentor" and an award-winning sales director with over 25 years of experience in sales and sales management. He is a coach, mentor, and consultant who believes in the power of story, personal growth, and building trust in sales.He shares the story of his mentor, Dick Harlow, and the valuable lessons he learned during his early years in sales. Tim emphasizes the importance of integrity and selling from the heart, focusing on the customer's goals and objectives. He also highlights the significance of mentorship and the impact it can have on a salesperson's success. Tim's book offers 16 lessons from his mentor, providing valuable insights and guidance for sales professionals. HIGHLIGHT QUOTES"Selling from the heart means selling with integrity, being transparent, and ensuring that every transaction is a win for both parties.""Integrity is about doing the right thing because it's the right thing to do.""The most successful people are the ones who help others.""You can't rely on someone else to turn your kayak over. You have to write your own kayak.""Presentation is everything in sales. It's about people buying you and making an emotional connection.""The way you present your product or service can make a difference in how people feel about it and add value." Connect with Tim Rohrer at the link belowLinkedIn: https://www.linkedin.com/in/timjmrohrer/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 https://www.sellingfromtheheart.net/ book to pre 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:http://sellingfromtheheart.net/why-osPlease 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, hosts Larry Levine and Darrell Amy are joined by Ryan Hartley, Ryan is the founder and heart and mind behind Always Better Than Yesterday. He is a heart-centered coach, consultant, and community leader. Ryan is also the host of the Always Better Than Yesterday podcast.Ryan explains that love is an energy, not just an emotion, and that it is a life source of energy that calls us to serve others. He discusses the concept of heartprint, which refers to our impact on others in every interaction. Ryan encourages leaders to lead from the heart and create a safe and compassionate environment for their team members. He also highlights the importance of self-awareness and self-discovery in connecting with one's own heart and being authentic in sales interactions. HIGHLIGHT QUOTES"Selling from the heart comes from wholeness. The people we serve don't lack anything." - Ryan Hartley"Love is an energy, a life source energy that calls us out of our comfort zone to put others' needs before our own." - Ryan Hartley"The way you start your day is the way you'll finish your day." - Larry Levine Connect with Ryan Hartley in the link belowLinkedIn: https://www.linkedin.com/in/ryanhartleyabty/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 https://www.sellingfromtheheart.net/ book to pre 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:http://sellingfromtheheart.net/why-osPlease 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, hosts Larry Levine and Darrell Amy are joined by Marc Clausen, a global sales and sales performance strategy coach at IBM, to discuss the importance of coaching in sales leadership. Marc shares his insights on where sales leaders often go wrong in their coaching approach and provides valuable tips on how to be an effective coach. He emphasizes the importance of serving both customers and sales teams and highlights the value of co-creating and collaborating with clients. Marc also introduces the GROW model for coaching and explains how it can help sales managers guide their teams to success. HIGHLIGHT QUOTESMarc's definition of selling from the heart - Marc Clausen: “I think you sell from the heart when you know the customer. I think you sell from the heart when they know you. And you've got integrity in the kind of man or woman you are when you show up in their environment.”Importance of coaching and the need for training for sales managers - Marc Clausen: “I think one of the mistakes that a lot of sales managers make is they do really great cadence calls. They know how to inspect, well, who's the buyer? What's the budget? When's it going to close? Who's your competition? What's their thing look like? And as sales reps feel beat up quite often, they get into the end of the month, the end of the quarter, the end of the year, and they're trying to deliver their sales plan.” Connect with Marc Clausen in the link below:LinkedIn: https://www.linkedin.com/in/marcclausen/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 https://www.sellingfromtheheart.net/ book to pre 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:http://sellingfromtheheart.net/why-osPlease 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