I am committed to helping sales professionals be true to who they are, and I now dedicate every breath to doing so. Heart is greatly misunderstood. Heart is relevant in sales, culture, and leadership, yet so many seem to get it wrong.
Getting to the heart of the matter, if you are unable to uncover a personal or emotional need for prospects to make a change, then you might consider breaking off the meeting, thanking them for their time, and moving on to the next prospect.
Yes, I know it may be harsh. But all too often, those of us in sales will continue down the journey without finding what motivates the prospect to buy and then wonder why we can’t close the sale.
It’s not your motivation to sell; it’s their motivation to buy.
Turn to your heart. Too many times, in sales especially, heart is ignored. “Heart-based” sounds “touchy-feely.” “Heart-based” sounds weak and not cool. One’s heart gets caged because, unfortunately, hard-core metrics still rule the sales roost.
I challenge you to learn to lead from the heart. Heart is about place and comfort. We are in a place to make a difference. We exhibit this in how we care for the people we work with. By living and leading with the heart, we create meaningful and unbreakable bonds that last a lifetime.
Heartfelt sales professionals are leaders: they build relationships, cast vision, and motivate people to take action.
It’s about having the heart to rise up.
Real change in sales results starts with the heart. We need to peel away the layers of sales tactics to get to the root issues of the heart. This is where true motivation comes from. Tactics are OK, but to effect real change, we need to get to the heart of the matter.
Heart is the center of our being. We all seek more meaning and purpose in our personal lives, but few know how to connect this in our sales lives. Getting your heart right will ensure a long and fulfilling sales career.
If you are your authentic self, you have no competition.
A selling from the heart professional gets to root issues of the heart: authenticity, beliefs, and values. Authenticity in a world full of sales fakes and being genuine with follow-through is sorely lacking within the sales community.
Authenticity is one of the biggest challenges for salespeople in a profession riddled with unscrupulous, fake, and disingenuous sales reps. Quite frankly, many buyers despise them. Authenticity separates sales reps from sales professionals, and this is what buyers want!
It’s about moving from being seen as untrustworthy to being seen as authentic and genuine. Yes, you must become a bit vulnerable with yourself because this is where it starts. To build relationships and change the way people think, you need to understand who you are and what goods you bring to the table.
Authenticity requires self-knowledge and self-awareness. Selling from the heart professionals accept their strengths and weaknesses. They’re accountable to themselves. They’re connected to their values and desires. They act deliberately in ways consistent with those qualities.
Selling from the heart professionals have sincere belief in themselves. They’re comfortable in their own skin and don’t pretend to be someone they’re not. They understand who they are because they have an authentic sense of themselves. They encourage themselves to be themselves. And believing in themselves sets them apart from all others in sales.
To succeed in sales, we must understand that by just being ourselves, we’re good enough to be great. By being ourselves, we believe in our ability to succeed. This automatically sets us apart from all of the other sales reps, who often just show up, throw up, and fail to ask heartfelt questions.
A true professional understands it is not about being different in your sales life than you are in your personal life. It’s about congruence. It’s about your alignment of your actions with the genuine, authentic, and real-deal version of you.
Know thy value, know thyself.
True professionals dedicate themselves to the sales profession. They add value because they understand their value. It’s about the value they bring to the business table. They know what makes them different than all the other sales reps in their marketplace.
They understand the alignment of values. They understand and do the right things for the right reasons. They take the time to really understand their clients, their goals, and their initiatives. They do this because they care. Plain and simple, at the core of a selling from the heart professional lies one word: care!
It’s imperative that sales professionals marry their value, their clients’ value, and their companies’ value in complete harmony to promote growth and better business.
Heart is a place where one develops and gains strength. Sales reps who embrace their focus on heart will grow in purpose, profit, and impact. Sales reps who embrace heart will strengthen their client relationships with many stakeholders, producing long-lasting results.
Your clients and prospects crave a genuine, authentic, real-deal and selling from the heart professional. I urge you to lead a sales life full of authenticity and integrity.
Actions speak louder than words when serving with the heart.
Here are five S’s to help you bring your heart to the table:
Sincerity—Mean what you say, or don’t say it. Live it, breathe it, and mean it.
Substance—Bring the best version of yourself by constantly working on yourself.
Soul—Without a heart, you have no soul.
Simplicity—Don’t overcomplicate sales. Look to build meaningful and credible relationships.
Share—Get out there and share yourself, your heart, and how you can help. Without a beating heart, how can you share the best version of you?
Sincerity + substance + heart will set you apart.
Heart is written by Larry Levine