Guy Kawasaki - Guy’s Golden Touch: How to be a Remarkable Evangelist

Guy Kawasaki, a renowned entrepreneur, author, and tech evangelist. From his influential role at Apple in the 1980s, where he played a key part in the success of the Macintosh, to his ventures in entrepreneurship and venture capital, Kawasaki's journey has been marked by innovation and business acumen. As a prolific author, his books like "The Art of the Start" and "Enchantment" continue to inspire aspiring entrepreneurs. Join us as we delve into Kawasaki's diverse contributions to the tech industry, his insights on marketing, and his engaging presence as a speaker and educator.

SHOW SUMMARY

In this episode of Selling From The Heart, Larry Levine and Darrell Amy have an engaging conversation with Guy Kawasaki, the Chief Evangelist of Canva and author of the book "Think Remarkable: Nine Paths to Transform Your Life and Make a Difference." They discuss the concept of selling from the heart and the importance of being others-focused in sales. Guy shares insights on vulnerability, the power of disciplined habits, and the significance of making a difference. He also highlights the value of connecting with others and the importance of seeing operational realities in person. This episode is filled with practical advice and inspiring stories that will motivate listeners to be remarkable in their personal and professional lives.

KEY TAKEAWAYS

• Selling from the heart means having the other person's best interests at heart, not just your own.
• Vulnerability is a sign of wisdom and strength, not weakness.
• Disciplined habits are crucial for success in sales and life.
• Connecting with others and walking in their shoes can lead to valuable insights and stronger relationships.
• Success obliges individuals to help others and make a positive impact.

QUOTES

• "If you're successful, you have an obligation to hold that door open, make that door bigger, make the tide rise, float all the boats."
• "If you want to be a great salesperson or evangelist, sell something great. Do not affiliate yourself with mediocrity."

Learn more about Guy Kawasaki: 

LinkedIn: https://www.linkedin.com/in/guykawasaki/

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/

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/sellingfromtheheart

Please 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/daily

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Mark Carpenter is a serial storyteller. Even as a child, he loved to tell stories (mainly to get attention). He leveraged that ability into a career in marketing communications and public relations, then as a college professor and corporate facilitator.

Now, he teaches people how to more intentionally tell stories that teach, lead, sell, and inspire to accomplish business and personal goals. He is the co-author of the best-selling book “Master Storytelling: How to Turn Your Experiences Into Stories that Teach, Lead, and Inspire” and co-creator of the Master Storytelling Workshop. Leveraging a 20-year career in corporate communication, 10 years working as an adjunct professor of communication, and 15 years facilitating training, Mark couples a lively, engaging style with purposeful, impactful learning.

When he’s not training, speaking, coaching, or creating new content, Mark is likely hiking or snowshoeing in the mountains near his home in Utah, playing the piano, bragging about his grandchildren, or writing children's books.

SHOW SUMMARY

In this episode of Selling From The Heart Podcast, hosts Larry Levine and Darrell Amy are joined by Mark Carpenter, the serial storyteller and co-author of the best-selling book, "Master Storytelling." Together, they explore the profound impact storytelling can have on sales, leadership, and building authentic connections. From weaving personal experiences to influencing leadership decisions, learn how storytelling can elevate your sales game and create lasting impressions.

KEY TAKEAWAYS

• Connect as Humans: Selling from the heart is about connecting as human beings, not just transactions.
• Storytelling Structure: The key storytelling structure includes an introduction, conflict, and change to effectively convey messages in a concise manner.
• Intentionality in Storytelling: Be intentional about the purpose of your story and the lesson you want to convey.
• Repeatable Stories: Reuse and repurpose stories intentionally for different contexts, audiences, and lessons.
• Building Trust: Stories trigger the release of oxytocin, the trust hormone, in the brain, fostering genuine connections.

QUOTES

• "Selling from the heart is about connecting as human beings."
• "The story is not about you; it's about the point you're trying to make, the lesson learned, and how it can impact the listener."
• "If you're intentional about the destination, you're going to take that story start to finish in a straight line."
• "Look for those moments where you have an emotional reaction. There is a story embedded in that with something to teach, lead, sell, and inspire."
• "Storytelling builds trust by increasing oxytocin, the love hormone, fostering genuine connections between people."

Learn more about Mark Carpenter: 
LinkedIn: https://www.linkedin.com/in/mark-carpenter-0b55221/

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/

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/sellingfromtheheart

Please 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/daily

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Mike Weinberg is a coach, speaker, trainer, consultant and a multiple best-selling author. His specialities are new business development and sales management, and he's on a mission to simplify sales and create high-performance salespeople and sales teams. 

Known as a #SalesTruth-teller, salespeople and sales leaders appreciate his blunt, funny, tell-it-like-it-is style, and his ability to share simple, practical, powerful, and easy-to-implement concepts. He’s spoken on five continents and has become one of the most trusted and sought after sales improvement experts in the world. Mike works with companies in all industries ranging in size from a few million to many billions of dollars."

SHOW SUMMARY

In this episode of Selling From The Heart, Larry Levine and Darrell Amy are joined by renowned sales coach, speaker, and author Mike Weinberg. Together, they delve into the crucial role of authentic leadership in sales management. They emphasize the importance of connecting with sales teams on both a professional and personal level, highlighting the impact of emotional and mental support on performance and culture. Through personal anecdotes and expert insights, they provide actionable strategies for sales leaders to effectively lead with heart while driving results.

KEY TAKEAWAYS

• Sales leadership involves balancing accountability with empathy, fostering a culture of high performance while prioritizing the well-being of team members.
• Authenticity in leadership builds trust and loyalty among sales teams, leading to increased engagement and productivity.
• Effective sales management requires recognizing and respecting the emotional and mental bandwidth occupied by salespeople, using it wisely to inspire and motivate.
• Healthy, assertive conversations rooted in genuine care and concern strengthen relationships between sales managers and their teams, driving long-term success.
• The integration of head and heart in sales leadership leads to a harmonious blend of results-driven focus and compassionate leadership, creating an unstoppable force in sales culture.

QUOTES

• "Sales is about results, but it's equally about connecting with the hearts of your team members."
• "Balancing accountability with empathy is the hallmark of effective sales leadership."
• "Authenticity breeds trust, and trust is the foundation of strong sales teams."

Learn more about Mike Weinberg: 
LinkedIn: https://www.linkedin.com/in/mikeweinberg2013/

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/

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/sellingfromtheheart

Please 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/daily

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Elliott Moon, a certified Working Genius coach, brings a wealth of experience in innovation and adaptability, cultivated through a diverse professional background. Growing up in Texas with insights from his father's immersion in the insurance industry, Moon developed a deep appreciation for relational selling. His journey led him to embrace the transformative Working Genius model by Patrick Lencioni, focusing on self-awareness and productivity. As a guest on the Selling from the Heart Podcast, Moon shares insights into leveraging the Working Genius model to unlock individual and team potential, offering practical strategies for enhanced productivity, morale, and success in the realm of sales.

SHOW SUMMARY

In this episode of Selling From The Heart, Larry Levine and Darrell Amy as they explore the transformative power of the Working Genius model in the sales world. Certified Working Genius coach Elliott Moon sheds light on the six key activities encapsulated in the Widget Process: Wonder, Invention, Discernment, Galvanizing, Enablement, and Tenacity. Discover how understanding your own working geniuses and frustrations can revolutionize your approach to sales, teamwork, and productivity.

KEY TAKEAWAYS

• Understand the six stages of the Widget Process: Wonder, Invention, Discernment, Galvanizing, Enablement, and Tenacity.
• Learn how to identify your working geniuses and frustrations to enhance self-awareness and productivity.
• Explore the symbiotic relationship between different working geniuses within a team and how it can lead to successful outcomes.
• Gain insights into how the Working Genius model can revolutionize your sales approach, from client interactions to project completion.
• Uncover strategies to leverage your unique strengths and collaborate effectively with others in the sales profession.

QUOTES

• "Sales feels relational. If you're gonna sell from your heart, it's about valuing the person over the transaction."
• "Wonder asks the big questions; Invention generates ideas; Discernment assesses workability; Galvanizing rallies and inspires; Enablement equips the work; Tenacity ensures successful results."
• "Your geniuses are needed to make work happen. Running towards people with opposite geniuses creates a symbiotic relationship that makes all work better."

Learn more about Elliott Moon: 

LinkedIn: https://www.linkedin.com/in/elliott-moon-60181a78/

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/

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/sellingfromtheheart

Please 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/daily

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Jon Alwinson is a sales veteran with more than 15 years of experience. In addition to winning numerous awards, both as an individual and team leader, he spends a great deal of time in one-on-one coaching. Jon’s new book is called Relentless Sales: The Skills, Mentality, & Faith Needed to Be Great In Sales.

SHOW SUMMARY

In this episode of Selling From The Heart, Larry Levine and Darrell Amy in a powerful episode featuring seasoned sales expert John Owenson. Explore the world of relentless sales, where skills, mentality, and faith converge to create a transformative journey in the sales profession. Learn how to overcome adversity, conquer fear, and develop a relentless mindset that propels you to new heights. Discover the importance of a solid sales process and gain insights into building a morning routine that sets the tone for success.

KEY TAKEAWAYS

• Embrace a relentless mindset: Persistently pursue excellence, conquer fear, and never give up.
• Develop a solid sales process: Establish a fundamental framework for successful selling.
• Overcome adversity: Learn from challenges, appreciate the hard times, and let them shape your resilience.
• Conquer fear with mantras: Repeat empowering phrases or scriptures to build confidence and overcome fear.
• Capture wins daily: Journal your daily successes and learning moments to stay motivated and focused.
• Plan your day and night: Outline priorities the night before to start the day on the offensive and end it with a clear mind.

QUOTES

• "Selling from the heart is living from your true identity – confidence, putting your customer first, and pursuing excellence."
• "Relentless sales is an unyielding, persistent, never-give-up attitude coupled with caring, adding value, and earning the right to push boundaries."
• "Next play – a mantra to move on, stay focused, and not let setbacks derail your entire game in sales."
• "Relentless is not just about not giving up; it's about not giving up on caring, on bringing value, and on being committed to the customer."
• "Faith in sales is about finding strength in knowing who you are, aligning priorities, and letting that guide your actions in the profession."

Learn more about Jon Alwinson: 
LinkedIn: https://www.linkedin.com/in/jon-alwinson-4599ab46/

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/

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/sellingfromtheheart

Please 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/daily

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Lori began her sales journey growing up in her grandmother’s fine women’s apparel store. Although she became a teacher, Lori quickly learned that teaching would not support her as a young single parent. She went back to her sales roots, intentionally looking for a sales role as technology was booming in the mid-1980’s.

After a stellar career in tech sales, Lori launched Score More Sales, a sales consultancy designed to help leaders of mid-sized companies hire better sellers and evaluate their existing sales teams. The company launched 20 years ago. 2022 is a big celebratory year.

In 2015 Lori realized that so many of the sales managers she was training and coaching were male so she set out to determine why so few women were in sales and especially as sales executives in leadership. That realization launched Women Sales Pros, which consists of a group of top women sales experts as well as a consulting and coaching arm to assist company leaders in creating more diverse sales teams.

SHOW SUMMARY

In this episode of Selling From The Heart, Darrell Amy and Larry Levine are joined by special guest Lori Richardson, founder of Score More Sales and trailblazer in the sales industry. They discuss the importance of authenticity, building trust, and the mission to bring sincerity and substance to the sales profession. Lori shares insights from her dynamic career and offers valuable advice for sales professionals looking to excel in 2024. The conversation covers topics such as mindset, morning rituals, competency development, and the significance of meaningful conversations in sales.

KEY TAKEAWAYS

• Competency Mastery: Lori emphasizes the importance of mastering competencies, especially the will to sell. Being coachable, having a positive outlook, and taking responsibility are crucial elements for success in sales.
• Morning Rituals for Success: The hosts discuss the significance of starting the day with a positive mindset. Lori shares her morning ritual, including affirmations and spending time outdoors, highlighting the impact it can have on one's day.
• Leadership Aspirations: For sales professionals aspiring to leadership roles, Lori encourages being proactive. Don't wait to be tapped on the shoulder; express your desire for growth and seek guidance on what competencies are needed for the next level.
• Conversations Beyond Sales: Lori stresses the value of diverse conversations beyond sales-centric topics. From charity auctioneering to personal interests, building relationships with a human touch can open doors and enhance your professional network.
• Women in Sales: The conversation extends to Lori's passion project, her book "She Sells," addressing the underrepresentation of women in B2B sales leadership. Lori provides advice for women aspiring to leadership roles and emphasizes the need for proactive career planning.

QUOTES

• "Selling from the heart is integrity, honesty, and good selling—bringing sincerity and substance to the sales profession."
• "Competency mastery is about having the will to sell. Trainable skills are essential, but the desire, commitment, positive outlook, and taking responsibility are key."
• "Don't wait until somebody taps you on the shoulder. Be proactive about your career growth and find out what competencies are required for the next level."
• "Humanize your conversations. Conversations beyond sales-centric topics can open doors and enhance your professional network."
• "For women aspiring to leadership, express your desire for growth. Understand competencies needed and work on areas of improvement. Be proactive in shaping your career."

Learn more about Lori Richardson: 
LinkedIn: https://www.linkedin.com/in/scoremoresales/

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/

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/sellingfromtheheart

Please 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/daily

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Elizabeth Dixon, an accomplished business leader and serial entrepreneur with nearly two decades of experience at the Chick-fil-A Support Center, is currently the Executive Director of Trilith Foundation, reporting to Dan Cathy, Chairman of Chick-fil-A. With a background working for renowned brands such as Disney World, Gap, YMCA, and Cooper Aerobics Center, she has mentored under leaders like Dan Cathy and Horst Schulze. Elizabeth is a sought-after speaker, sharing insights on exceptional customer experiences globally through live events, virtual resources, consulting, and her debut book, The Power of Customer Experience. She has also founded, operated, and sold several small businesses while guiding emerging entrepreneurs toward achieving their business goals.

SHOW SUMMARY

In this episode of Selling From The Heart, Larry Levine and Darrell Amy on a profound exploration of purpose-driven sales with guest Elizabeth Dixon, a seasoned entrepreneur and business leader. Elizabeth shares her transformative journey from defining her purpose through personal challenges to advocating for authenticity in sales. Discover the power of aligning personal purpose with professional endeavors and learn practical steps to navigate the intersection of passion and sales success.

KEY TAKEAWAYS

• Authentic sales stem from inviting others into meaningful experiences, not just transactions.
• Defining personal purpose transcends job titles and empowers individuals to bring value beyond sales metrics.
• Sales professionals can proactively align personal purpose with corporate missions or pursue entrepreneurial ventures to fulfill their authentic selves.

QUOTES

• "Authentic sales are about inviting others into something meaningful and valuable, not just making a sale."
• "You are not your sales. You are not your performance. Bring your purpose and gifts into your work, don't extract them from it."
• "When defining success, dismantle the ladder of titles and compensation, focus on meaningful relationships and contributions."

Learn more about Elizabeth Dixon: 

LinkedIn: https://www.linkedin.com/in/elizabethdixonspeaks/

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/

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/sellingfromtheheart

Please 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/daily

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

For over three decades, Neil Rogers has built a successful career in sales and marketing, working with clients in a wide range of verticals, including pharmaceutical, biomedical, manufacturing, logistics, financial services, and government defense contractors. He is the 

Owner and VP of Marketing & Sales at Rogers Marketing, winner of several Million Dollar Sales awards, the Velocity Award for growth, and Heavy Hitter Awards for large accounts. Neil and his wife Lori are the creators/owners of the Positive Activity 11-Step Process, using scientifically proven activities to increase the quality of life and business through creativity, optimism, and positivity. The two entrepreneurs started the non-profit PASE (Parents Assisting Special Educators) and PASE After 21 for special needs adults. Bar Tips is his first published book, drawing on the lessons learned during his years as a bartender that Neil has applied for success in sales.

SHOW SUMMARY

In this episode of Selling From The Heart, join hosts Larry Levine and Darrell Amy in a captivating conversation with Neil Rogers, the seasoned expert in sales and marketing and author of "Bar Tips." Discover the unspoken parallels between bartending and sales, as Neil shares insights on building relationships, effective communication, and the art of hospitality. Learn how the principles from behind the bar can be the key to success in your sales journey.

KEY TAKEAWAYS

• The Golden Rule in Sales: Applying the golden rule - treating others as you want to be treated - is the foundation of building long-term relationships in both bartending and sales.
• Importance of a Proper Greeting: Just as a warm welcome sets the tone for a great bar experience, the first impression in sales can make or break a deal. Smile, greet, and be genuinely interested in your prospect.
• Listening Skills: Drawing from Dale Carnegie's wisdom, Neil emphasizes the significance of listening to customers. Understanding their needs and preferences without interruptions is crucial for effective sales communication.
• Time Management and Punctuality: Neil introduces the concept of "15 minutes is the new on time." Being punctual, managing time efficiently, and staying organized are keys to success both at the bar and in sales.
• Taking Ownership of Business Problems: Neil shares a valuable lesson from his mentor about taking ownership when things go wrong. Reflect on your role in a problem and focus on solutions rather than blaming others.
• Solving Problems Silently: The best way to handle business issues is to solve them without customers noticing. Neil advocates for proactive problem-solving to enhance customer experience.

QUOTES

• "The only difference between a bartender and a person in a selling capacity is that customers come to them; we have to go hunt them."
• "Never get a second shot at the first impression. It's the small things that matter in building relationships."
• "Solve the problem without the customer ever knowing. It's the art of making things right behind the scenes."

Learn more about Neil Rogers: 
LinkedIn: https://www.linkedin.com/in/neil-p-rogers-cas-68a4a22/

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/

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/sellingfromtheheart

Please 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/daily

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

An introvert by nature, Philipp Humm’s mission is to help others discover the storyteller within each one of us.

Prior to starting his own storytelling business, Philipp worked for ten years in various roles, including Product Management at Uber, Consulting at Bain & Company, and Investment Banking at Blackstone.

He discovered his passion for performance arts (acting, improv & storytelling) in his time in NY while completing his MBA at Columbia Business School. Since then, he has honed his storytelling skills at the Mezrab School of Storytelling De Toneelmeester Acting School and Boom Chicago.

In his free time, Philipp shares stories at open mic nights in Amsterdam, moves his hips at regular Bachata parties, and plays Spikeball with friends.

SHOW SUMMARY

In this episode of Selling From The Heart, Larry Levine and Darrell Amy in an enlightening conversation with Philip Humm, the visionary behind the Story Selling Method. In this episode, discover the power of micro stories, or "connection stories," and how they can transform your sales approach. Learn the art of weaving relatable personal stories into your interactions to build trust, humanize the sales process, and overcome objections. Philip shares valuable insights and practical tips for sales professionals to create meaningful connections and enhance their storytelling skills

KEY TAKEAWAYS

• Connection Stories: Embrace the art of micro stories, sharing relatable personal experiences to build connections.
• Question Crafting: Develop thoughtful questions that prompt the other person to share their own stories, deepening the connection.
• Business Story Integration: Integrate relevant business stories into the conversation to showcase your approach, success stories, and overcome objections.
• Homework for Life: Practice daily reflection to identify and recall personal moments that can be turned into compelling stories.
• Continuous Improvement: Stay open to evolving your storytelling techniques, exploring how stories can be utilized at different stages of a sales conversation.

QUOTES

• "Selling from the heart means tuning into how I can help the customer become better at what they are."
• "Connection stories are not about perfection; they're about breaking the ice, building initial connections, and making the other person comfortable to share a story in return."
• "Tiny moments that touch your heart are incredible moments to share."
• "Homework for Life: Reflect on one moment each day that touched your heart, cultivating a wealth of stories over time."

Learn more about Philipp Humm: 

LinkedIn: https://www.linkedin.com/in/philipphumm/

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/

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/sellingfromtheheart

Please 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/daily

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Diana Kander revolutionizes the way businesses look at innovation and curiosity. A New York Times best-selling author, innovation consultant and keynote speaker, she asks some big questions. What kind of culture needs to exist in an organization to ensure innovative ideas and practices? How has Snoop Dogg continued to innovate decade after decade to stay relevant to the next generation? What causes name brands to lose relevance with their customers and go out of business? Can organizational decline be prevented?

Diana has spent her career challenging assumptions and asking thought-provoking questions. A serial entrepreneur who entered the United States as a refugee at the age of 8, she has launched and sold millions of dollars worth of products and services. She outlined her biggest lessons learned for launching new products in her first book, All In Startup, which has been used by over 100 universities in their innovation courses and countless large organizations to help their employees think more like entrepreneurs. A former MBA professor at Mizzou, she has served as an entrepreneur in residence at H&R Block, Commerce Bank and several government agencies.

SHOW SUMMARY

In this episode of Selling From The Heart, Larry Levine and Darrell Amy kick off 2024 with a big announcement - a new book is on the horizon! They're joined by the incredible Diana Kander, author of "Go Big or Go Home" and an expert in creating transformative sales experiences. Diana shares the essential elements of sales presentations that resonate, emphasizes the importance of emotional connections, and provides actionable strategies to stand out in a world of sameness.

KEY TAKEAWAYS

• Sales Experience as a Hero's Journey: Transform your sales process into a memorable story with impactful scenes that surprise and engage prospects, setting you apart.
• Magic Elements in Sales: Utilize the "MAGIC" formula - Make it surprising, Analyze on a deeper level, Give the pitch in the right order, Include three-dimensional objects, and Co-create together to make your presentation unforgettable.
• Tie-in with Stand-Up Comedy: Incorporate surprise elements from comedy into your sales interactions, making experiences more enjoyable and memorable.

QUOTES

• "Selling from the heart means showing them just how much you care and being able to translate those feelings into actions."
• "Salespeople and sales leaders, you've got to create what I call Disneyland-esque experiences for your clients."
• "Your customers are having an experience, whether you're doing anything on purpose or not, and to think about their experience as a movie and make adjustments can make a huge difference in your closing rate."

Learn more about Diana Kander: 
LinkedIn: https://www.linkedin.com/in/dianakander/

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/

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/sellingfromtheheart

Please 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/daily

Check out the 2023 Authentic Selling Challenge:

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