Selling From the Heart Podcast

Welcome to the Selling From The Heart podcast with Darrell Amy and Larry Levine as they feature Don Barden, Author of The Perfect Plan. You never know who can help you so the mindset of helping is a powerful thing to have.Don and our host duo talk about the book and the simple things that the one percent do that make a difference. He talks about becoming a steward and thinking about serving your client instead of focusing on your own sales. With this mindset, you'll be rewarded a thousandfold because you're giving and giving. HIGHLIGHT QUOTESUnderstand that your interactions will end so always be present - Don: "I can't be a transactional guy. I've got to be a good steward who's here to serve and cherish every moment I've got with this client. That little mindset tweak that you make, the client can feel it. When they know that you're there for them, they can look back with enormous amounts of gratitude." Connect with Don and get his book:LinkedIn | Website  Learn 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.Click HERE to preorder your copy of the rerelease of the Selling from the Heart book. 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 Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Welcome to the Selling From The Heart podcast with Darrell Amy and Larry Levine as they feature David Newman, Author of Do It! Selling. He talks about getting a 'selling from the heart' experience as a prospect and how these experiences should be something we should also take note of as sellers.David dives deep into why there's such a hesitation in the prospecting process and how Do It! Selling attempts to address that and improve performance overall. If you approach it with complete integrity, transparency, and maturity, you're set up for success. HIGHLIGHT QUOTESThey will buy if you are selling with complete alignment with who you are - David: "You can have the world's greatest tips, tactics, techniques, and if your come-from is not from the right place, you will never ever make a sale. On the other hand, you could be human, you could fumble, you could stutter, you could say the wrong thing at the wrong time, if your come from is 100% genuine, heart-centered, and real, doesn't matter what you say." Connect with David and get his book:LinkedIn | Website  Learn 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.Click HERE to preorder your copy of the rerelease of the Selling from the Heart book. 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 Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Welcome to the Selling From The Heart podcast with Darrell Amy and Larry Levine as they feature Bernadette McClelland, The Story Strategist and Founder of the StorySelling Philosophy. She is also the author of Shift and Disrupt. Storytelling is the oldest form of communication. Her StorySelling Philosophy is a unique model that takes sales conversations deeper. The framework consists of 3 interconnected circles: Connection, Conversation, and Conversion. The magic happens at the intersection of these 3. Bernadette unpacks the internal stories that affect salespeople's performance: Identity, Authority, and Money. She explains that the outcomes for each one of these stories are being enough, demonstrating expertise, and expressing value.HIGHLIGHT QUOTESFind the intersection between connection, conversation, and conversion - Bernadette: "When you do get to the right level of connection, you need to have the right depth of conversation. When you can get to the right level of connection and your conversations are the right depth, then your conversions will accelerate. So that's not rocket science.""So that's connection, conversation, and conversion. But where the magic happens is at the intersections. So the first intersection are the internal stories. They are the stories you tell yourself about the buyer. The external stories, the second intersection, are the stories you tell your buyer.""And the third intersection are what I call the essential stories, and they are the stories you must elicit from your buyer. And they are the stories that are so often missed."Connect with Bernadette and get her book.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.Click HERE to preorder your copy of the rerelease of the Selling from the Heart book. 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 Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Welcome to the Selling From The Heart podcast with Darrell Amy and Larry Levine as they feature Jim Packard and George Campbell, the co-authors of The Consistency Chain. How people make decisions can be drastically different from one person to the next.Only 20% of people make decisions using their prefrontal cortex, the executive function part of the brain, while the rest of the 80% use their primal ventral striatum which makes decisions based on whether it is easy, safe, and pleasurable.The trick is to lean into this. Do things today to create a relentlessly consistent string of wins every single day. The only rule is to not break the chain and, to help this, all you have to do is look at your daily progress. The satisfaction of knowing you are consistent is the reward itself!HIGHLIGHT QUOTESA vast majority of people make decisions based only on 3 factors - George: "80% of us, people like me, tend to make decisions in the ventral striatum which is a much more primal part of the brain that makes decisions based on is it easy, is it safe, is it pleasurable. This is where consistency goes to die because consistency is none of those 3 things."Do NOT break your consistency chain - George: "Every single day, we're putting another link on and the goal is so simple: just don't break the chain. I can take all of the stuff that I want to do and I can boil it down into this one action, and then when I put that mark on the calendar that day, that's my satisfaction."Connect with Jim and George and get their book:George Campbell | Jim PackardWebsite | 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.Click HERE to preorder your copy of the rerelease of the Selling from the Heart book. 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 Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Welcome to the Selling from the Heart podcast with Darrell Amy and Larry Levine as they welcome Stacey Hall, the author of Selling from Your Comfort Zone and founder of Success with Stacey Hall. Being comfortable does not mean being lazy. It means you sell in alignment with your values, experiences, and products without needing to be assertive.Sales professionals are always told to be prepared for no. But what if we instead enter conversations with the intention of getting a yes? Stacey talks about changing the mindset and expecting good things to happen rather than objections. A foundation of trust is created when you offer valuable content and engage clients about their needs and challenges.HIGHLIGHT QUOTESAsk, don't tell, and build an authentic relationship - Stacey: "I'm asking questions. I'm not telling anything. I'm not prepared to tell anything. I'm prepared to know what my service or my product actually does and what problems it solves that I'm prepared for.""But in the conversation, I'm not prepared to tell that. I'm prepared to sit and listen and ask questions that help me identify does this person need what I've got back here? The more I'm asking, the more they're telling."Sell by being aligned with your values, products, and clients - Stacey: "The Alignment Marketing Formula that I teach is how to be in alignment with yourself, with your products, with your clients, how to believe in that alignment so you don't have to be pushy and spammy.""You can just stand in confidence. And then how to take consistent action every day towards building an audience, engaging an audience, getting your audience to trust you, and then making your offers."Connect with Stacey and get her book:LinkedIn | Website  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.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 Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Welcome to the Selling from the Heart podcast with Darrell Amy and Larry Levine as they welcome Oakland McCulloch, a retired lieutenant colonel and the author of Your Leadership Legacy. Taking from 40 years of leadership, Oakland zeroes in on taking care of people as the number one priority of every organization.He emphasizes that a culture of trust starts with servant leadership, and you can start this by bridging the professional and personal gap to forge trust with your team. Oakland also points out that leadership development does not happen by accident and how self-discipline is one of the biggest characteristics of leaders. HIGHLIGHT QUOTESEverything cascades from taking care of your people - Oakland: "People will always tell me when I tell them about it's not about you, and they say well, Oak, I really want my next promotion and I want my next pay raise." "And I said, you're going to get it. If you take care of people, they are better, which then makes your organization better, which then makes you better, which means you're going to get your promotion."Developing new leaders has a twofold benefit - Oakland: "Leadership development doesn't happen by accident. You have to develop a plan in your organization that is developing that next generation of leaders. And here's what I tell people, you get two benefits." "Not only are you getting better leaders, which then again gives you a better company and more profit if that's the bottomline that you're really looking for, but you also give people in your organization the ability to move up, which then helps their motivation."Connect with Oakland and get his book:LinkedIn | Website  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.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 Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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 Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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 Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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 Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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 Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.