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

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

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

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

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

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

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

Welcome to the Selling from the Heart podcast with Darrell Amy and Larry Levine as they feature Dr. Gary Sanchez, an international speaker, author, a dentist for over 3 decades, and an inventor who discovered the 9 WHYs and developed the WHY Operating System (WHY.os).He is known as Dr. WHY and he is the founder of the WHY Institute, who also developed the WHY Discovery Tool. He shares that knowing your why attracts the people you want to do business with because they believe what you believe too.Gary discovered that there are just 9 WHYs that drive us, and if you find yours, then you can start connecting with people on that level, create trust, and you guessed it, sell from the heart. Find out more about the WHY.os and how you can start articulating your beliefs so your prospects will choose you!HIGHLIGHT QUOTESAlign your heart, head, and hands to sell authentically - Gary: "It goes back to some of the things we did in my dental practice, which we talked about; head, heart, and hands, right? If they're all in alignment, then it will feel right emotionally, it will feel right. But one of the things that are always important to me is the sequence. The sequence in that we think about things. So I wonder if the head, heart, and hands are in the right sequence. Should it be heart, head, or hands? If it feels right and then you know it's right, then you're going to do right."Sell to people with the same beliefs, but know what you believe first - Gary: "I started talking about what we believe. When you start with I believe, that connects to the limbic brain of the other person. And then they can say “yeah, that's what I believe”. I'm in, Or No, that's what I don't believe, I'm out, which is also okay. Have you guys ever had a bad client? Yeah. And what is that like? How much fun is that? None at all. They don't believe what you believe, so that's why that's so valuable. And if you're in sales, being able to articulate what you believe is so powerful to attracting the right people to you." Connect with Gary:LinkedIn | WebsiteLearn more about Darrell and Larry: Darrell | Larry | Website Selling from the Heart Experience tickets available HEREPlease visit WHYINSTITUTE.COMClick for your Daily Dose of InspirationCheck out the 2023 Authentic Selling ChallengeGet your Insiders Group FREE PASS here

Welcome to the Selling from the Heart podcast with Darrell Amy and Larry Levine as they feature Sean Litvak, the bestselling author of Proverbs For Leadership. Today, Sean talks about putting the needs of the customer before a seller's need to close and coaching people to their strengths.Sean also discusses the thoughtful consideration of feedback and how to give and receive feedback that is based on a desire to improve rather than prescribe to others what is right. He also coaches on self-sabotage, promoting a healthy lifestyle, removing what discourages, and keeping what encourages in your life.HIGHLIGHT QUOTESLearn to like feedback to provide compassionate feedback yourself - Sean: "Over time, looking at feedback examples of my peers, looking at feedback examples in the Bible, looking at feedback examples in my personal life, I realized that I was missing the boat if I did not embrace feedback. And here's the punchline to it, allowing myself, changing myself to desire and like, dare I say, feedback, I became much better at giving people feedback in a more compassionate, kind way as opposed to just the facts, now go do it."Eliminate what discourages you to remove self-sabotage - Sean: "There's various types of self-sabotage and I'll tell you the first thing that people need to do, in my opinion, is sit down and write down everything that they read, listen to, and watch, and after you have that list, and I don't go over this in the book but this is what I've done is made a list of it and then look at it and say, okay, what here encourages me and what discourages me?" Connect with Sean and get his book:LinkedIn | Website | AmazonLearn more about Darrell and Larry: Darrell | Larry | WebsiteCheck out the Selling from the Heart EXPERIENCE Please visit WHYINSTITUTE.COMClick for your Daily Dose of InspirationGet your Insiders Group FREE PASS here

Welcome back to another episode of the Selling from the Heart podcast with Darrell Amy and Larry Levine. Today, they feature bestselling author Jon Gordon, whose principles are utilized by Fortune 500 companies, athletes, and sales professionals all over the world.Jon gives his insights on how selling from the heart means loving your clients and making a difference in their lives. He is convinced that to be great, you have to serve others and care more. And as love is the highest frequency, Jon explains how tuning in to love creates a connection with your customer that lasts a lifetime.As for the science behind selling from the heart, Jon shares the wild research that shows that a powerful and vulnerable conversation between you and a client, or you and a trusted friend, synchronizes your heartbeats. He also advises sales leaders to transform their cultures of fear to alleviate the pervading loneliness in sales.HIGHLIGHT QUOTESA powerful conversation synchronizes two hearts - Jon: "When you and I are having a really great conversation, like even right now, and we're having a powerful connection and you and maybe a client are sitting there, you and a friend are sitting there talking and you're being vulnerable, when that happens, research from HeartMath shows there's actually a synchronization that happens."The difference between average and greatness is care - Jon: "The best athletes I work with, they care more about their craft, they care more about their team, they care more about getting better. The best salespeople care more about their clients, they care more about their product, they're passionate, they have purpose, and they're also on a mission. They're not just here to walk through the motions." Connect with Jon:LinkedIn | Website | Instagram | TwitterLearn more about Darrell and Larry: Darrell | Larry | Website Check out the Selling from the Heart EXPERIENCEPlease Visit WHYINSTITUTE.COMClick for your Daily Dose of InspirationGet your Insiders Group FREE PASS here