darrell amy

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

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:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

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

Mark Allen Roberts is a sales and marketing guru with a 35-year legacy of success at companies like the Timken Company and Frito Lay. He is the author of "Branding Backwards" and has been honored by the National Association of Sales and Marketing. Mark is known for his expertise in human-to-human selling and helping companies drive explosive growth.

SHOW SUMMARY

In this episode of Selling From The Heart, Mark Allen Roberts emphasizes the need for sales professionals to have worthy intent and genuinely care for their customers. Mark shares stories of companies that achieved explosive growth by understanding their customers' problems and providing solutions. He also provides practical tips for sales professionals, including the importance of asking good questions, listening to customers, and building relationships with key decision-makers and influencers.

KEY TAKEAWAYS

• Selling from the heart means having worthy intent and genuinely caring for customers.
• Understanding customers' problems and providing solutions is key to driving explosive growth.
• Sales professionals should ask good questions, listen actively, and build relationships with key decision-makers and influencers.

QUOTES

• "Selling from the heart is about authentically caring for people, serving others, and not worrying about hitting your sales numbers."
• "The more you know about your customers, the more you grow with your customers."

Learn more about Mark Allen Roberts: 
LinkedIn: https://www.linkedin.com/in/markaroberts/

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 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

Todd Caponi is the author of the award-winning best-seller, The Transparency Sale, and the new award-winning book, The Transparent Sales Leader.

Todd is a multi-time C-Level sales leader, a behavioral science and sales history nerd, and has guided two companies to successful exits.

He now speaks and teaches revenue organizations and their leaders on leveraging transparency and decision science to maximize their revenue capacity as Principal of Sales Melon LLC.

SHOW SUMMARY

Todd Caponi joins the Selling from the Heart Podcast to discuss the importance of transparency in sales and leadership. He emphasizes that sales is a service profession and that the role of sales professionals is to help customers achieve optimal outcomes. Todd shares insights from sales history, highlighting the similarities between the current economic climate and that of the early 1900s. He also introduces his framework for building revenue capacity, which focuses on transparency and decision science. Todd explains the concept of intrinsic motivation and the six core elements that drive human beings. He encourages leaders to provide praise and recognition to their teams to inspire and influence them. The episode concludes with a discussion on the value of transparency in building trust and credibility in sales.

KEY TAKEAWAYS

• Sales is a service profession, and the role of sales professionals is to help customers achieve optimal outcomes.
• The current economic climate mirrors that of the early 1900s, and history can provide valuable insights for navigating challenging times.
• Transparency is crucial in sales and leadership, as it helps teams predict and understand what is expected of them.
• Intrinsic motivation is driven by predictability, recognition, aim, independence, security, and equitability.
• Providing praise and recognition to teams inspires and influences them to achieve their best work.

QUOTES

• "True salesmanship is the science of service."
• "We are not thinking machines that feel, we are feeling machines that think."

Learn more about Todd Caponi: 
LinkedIn: https://www.linkedin.com/in/toddcaponi/

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 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

Stacy Sherman, a certified customer experience (CX) speaker, author, journalist, advisor, and the award-winning host of the DoingCXRight podcast. Stacy is recognized for her Heart & ScienceTM proven framework, renowned for its ability to generate profitable clients and foster brand loyalty through an empowered and valued workforce. With 25 years of experience as a strategist and practitioner at companies like Verizon, Liveops, Schindler Elevator Corp, Wilton Brands, and AT&T, Stacy has consistently practiced what she preaches. Furthermore, she holds leadership roles on multiple university boards and has been featured in prestigious publications such as Forbes and other top-rated outlets.

Stacy's driving purpose is to cultivate lasting relationships and create meaningful experiences that enrich people's lives.

SHOW SUMMARY

Stacy Sherman joins the Selling from the Heart Podcast to discuss the importance of customer experience in sales. She emphasizes that customer experience and customer service are not the same thing, and that customer experience encompasses the entire journey a customer goes through when interacting with a brand. Stacy introduces the heart and science framework, which blends the emotional and human aspects of business with data and metrics. She highlights the need for sales leaders to break down silos and create synergy between departments to deliver a consistent customer experience. Stacy also encourages salespeople to listen to customer feedback, both solicited and unsolicited, and bring that feedback back to the internal teams to drive improvements.

KEY TAKEAWAYS

• Customer experience is the entire journey a customer goes through when interacting with a brand, while customer service is a part of that journey.
• The heart and science framework blends the emotional and human aspects of business with data and metrics to create a sustainable customer experience.
• Sales leaders should break down silos and create synergy between departments to deliver a consistent customer experience.
• Salespeople should listen to customer feedback and bring it back to the internal teams to drive improvements.

QUOTES

• "Customer experience and customer service are not the same thing."
• "The whole journey matters. If the beginning is fantastic but the end is hard, customers will leave."
• "People buy from people they trust, people they like. It's the authenticity and connection that matter."

Learn more about Stacy Sherman: 
LinkedIn: https://www.linkedin.com/in/stacysherman/
Website: https://doingcxright.com/

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 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

James works with a large financial services organization responsible for developing sales and sales leadership training content and 1:1 professional coaching at various levels. James has spent 25 years leading sales teams with a coaching, training, and teaching slant.  Over the years, he has developed expertise in adult learning, overcoming personal mental blocks, professional coaching, and leadership.  In 2016, he ramped up his learning journey by joining the John Maxwell Leadership Certified Team, where he received professional coaching, Leadership, Speaking, and DISC certifications.  His mission is To create significant impact, positive change, and superior results in others.   James published his first book, Break the Cycle: The 8 Essentials of Effective Sales Leadership, last November.

SHOW SUMMARY

Join hosts Larry Levine and Darrell Amy on the Selling from the Heart podcast, where authenticity and trust in sales are the focal points. In this riveting episode, seasoned sales strategist James Hoard shares insights from his 25 years of experience in sales and leadership. The discussion delves into the core principles of effective sales leadership outlined in his book, "Break the Cycle: The Eight Essentials of Effective Sales Leadership." From the importance of a coach-first mentality to the significance of observing and guiding sales teams, James reveals invaluable strategies and personal anecdotes that define authentic sales leadership. Aspiring sales leaders will discover actionable advice and key takeaways for nurturing their leadership skills.

KEY TAKEAWAYS

• Genuine Desire to Help: Selling from the heart means having a sincere desire to assist and support clients authentically.
• Eight Essentials of Effective Sales Leadership: These essentials encompass crucial aspects such as having a coach-first mentality, observing and understanding team performance, and adopting foundational leadership practices.
• Leadership Book Recommendations: John Maxwell's "Developing the Leader Within You 2.0" and "The Road Less Stupid" are recommended reads for sales professionals aspiring to enhance their leadership skills.
• Salespeople Transitioning to Leadership: Aspiring leaders in sales should focus on foundational leadership skills, ask key questions about their leadership style, and seek mentorship.

QUOTES

• "Coaching is about an authentic conversation, authentic relationship where I, the coach, ask questions to help you self-assess what's happening so you can determine your best path forward."
• "If you're a sales leader, you must see your team execute. Observation based on evidence is crucial in understanding your team's performance."
• "Salespeople should read leadership books; it helps understand the minds and hearts of leaders, which is valuable in sales interactions."

Learn more about James F. Hoard: 
LinkedIn: https://www.linkedin.com/in/hoardjames/
Link to book: https://www.amazon.com/Break-Cycle-Within-Sales-Organization/dp/B0BL4ZRV6B

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 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

ABOUT THE GUEST

From Fortune 1000 Sales to Successful Entrepreneur: Mary Grothe is a masterful, inspirational storyteller. Her Keynotes, crafted effortlessly between her professional and personal worlds, will give listeners an in-depth look into how she achieves worldly success, yet overcomes the dark side of the pursuit of over-achievement.

If asked what problem she solves, Mary would reply, "enslavement", referring to people who worship things of this world: fame, money, titles, and achievements, and lose their souls to gain earthly success. Her words are for the lost, the weary, the lukewarm Christians, and the Christian-curious. 

SHOW SUMMARY

Join hosts Larry Levine and Darrell Amy on the Selling from the Heart podcast as they engage in a deeply insightful conversation with Mary Grothe about her journey navigating professional success while addressing the dark side that often accompanies it. Mary shares her poignant story, revealing how her success in sales was intertwined with personal struggles and the quest for fulfillment. Her recently published book, Destination Remarkable: Surviving the Dark Side of Success, explores these intricate facets, shedding light on the importance of inner healing, spirituality, and separating one's identity from external achievements. The conversation uncovers invaluable insights for high-performance sales professionals facing similar challenges, emphasizing the necessity of inner work for genuine success.

KEY TAKEAWAYS

• Success in sales can sometimes be a mask for personal struggles; acknowledging inner turmoil is crucial for true fulfillment.
• The pursuit of success can stem from a need to fill emotional voids or past inadequacies, leading to an insatiable hunger for achievements.
• Separating one's identity from professional accomplishments is essential for mental and emotional well-being.
• Spirituality and finding a deeper sense of purpose are instrumental in achieving true fulfillment and overcoming the dark side of success.

QUOTES

• "I had destination addiction because no matter how good my performance was, it was never good enough."
• "I was trying to heal inside of myself. And the success became the drug and the addiction and the hit felt great. The high, I wanted it all the time."
• "Our world focuses on the hustle and the grind, and the 'do whatever it takes to win' mentality. That's not transferable to any average person to pick up my playbook and do it."
• "I have been living my life so backward. My understanding of my worth, my North star, the source I'm plugging into. I got right there."
• "There's so much freedom on the other side of that, when we're not tied to that [external success]."

Learn more about Mary Grothe: 
LinkedIn: https://www.linkedin.com/in/marygrothe/

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 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

Patti DeNucci is the author of the critically acclaimed book, "The Intentional Networker." She is a networking expert and consultant who helps professionals build genuine and meaningful connections. Patti believes that authentic relationships are the key to professional success.

SHOW SUMMARY

Patti DeNucci joins the Selling from the Heart podcast to discuss the power of intentional networking. She emphasizes the importance of being authentic and purposeful in building relationships. Patti shares her insights on how to navigate networking events with grace and intention. She encourages sales professionals to focus on having meaningful conversations rather than trying to make a sale. Patti also highlights the value of finding your "right people" and investing in your network.

KEY TAKEAWAYS

• Networking is about building relationships, not making immediate sales.
• Show genuine interest in others and ask meaningful questions to start conversations.
• Find your "right people" and invest in building relationships with them.
• Be intentional and purposeful in your networking efforts.
• Networking can happen anywhere, not just at formal events.

QUOTES

• "It's about selling one conversation at a time and being your true self."
• "Drop the idea that you're going to make a sale because of a networking event."
• "Find your 'right people' and invest in building relationships with them."
• "Networking happens everywhere. It's just connecting."
• "Proximity is power when you're around other lifelong learners."

Learn more about Patti DeNucci:
LinkedIn: https://www.linkedin.com/in/pattidenucci/

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 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

ABOUT THE GUEST

Casey is a growth partner specializing in helping entrepreneurs build businesses exceeding $10 million in value. With a wealth of experience, he has founded, acquired, and invested in multiple small businesses, notably turning a $9,000 investment into a $40,000,000 portfolio. His journey wasn't without challenges, as he once experienced burnout when his business became heavily reliant on him. Determined to create businesses that could thrive without his daily involvement, he developed a proven process. Now, he assists entrepreneurs and business owners in scaling their ventures and freeing themselves from day-to-day operations.

Casey's process empowers entrepreneurs to regain control of their businesses, enabling them to focus on their most essential priorities. With over 100 successful case studies under his belt, Casey is a dedicated partner for those seeking to escape the daily grind, boost their business performance, and find more time for what truly matters in their lives.

SHOW SUMMARY

In this episode of Selling From The Heart, Casey Cavell emphasizes the importance of focusing on quality over quantity in sales. He advises salespeople to do less but do it better, rather than trying to do as much as possible. He suggests identifying the ideal prospects and following a targeted process to achieve better results. Casey also highlights the value of having a peer group or coach to challenge and inspire sales professionals. He encourages salespeople to love what they sell and understand why they sell it.

KEY TAKEAWAYS

• Focus on quality over quantity in sales.
• Identify your ideal prospects and follow a targeted process.
• Surround yourself with a peer group or coach for support and accountability.
• Love what you sell and understand why you sell it.

QUOTES

• "Do less better."
• "Don't make a hundred calls, but make 20 calls and make sure they are quality calls."
• "Figure out what sets you apart and have a strong selling proposition."
• "Build trust with prospects before asking for the sale."
• "Have a written plan and review it regularly."

Learn more about Casey Cavell: 
LinkedIn: https://www.linkedin.com/in/caseycavell/

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/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

Joey Coleman helps companies keep their customers and employees. As an award-winning speaker, he works with organizations around the world ranging from small startups to major brands such as Volkswagen Australia, Zappos, and Whirlpool. His First 100 Days® methodology fuels the remarkable experiences his clients deliver and dramatically improve their profits.

His Wall Street Journal #2 best selling book, Never Lose a Customer Again, offers strategies and tactics for turning one-time purchasers into lifelong customers and his upcoming book, Never Lose an Employee Again, details a framework companies around the world can use to reduce turnover and increase employee engagement. When not speaking to audiences around the globe (he’s spoken on all seven continents), Joey enjoys playing board games, building LEGO sets, and reading bedtime stories with his amazing wife and two young sons.

SHOW SUMMARY

In this episode of Selling From The Heart, Joey Coleman joins Larry Levine and Darrell Amy on the Selling From the Heart podcast to discuss the importance of building strong relationships with both customers and employees. He emphasizes the need to move from transactional to transformational relationships and shares insights from his research on the first 100 days of a customer's experience. Joey also highlights the connection between employee experience and customer experience, and offers practical strategies for improving both.

KEY TAKEAWAYS

• Building personal and emotional connections with customers is essential for transforming transactional relationships into transformational ones.
• The first 100 days of a customer's experience are crucial for establishing a strong foundation and reducing fear, doubt, and uncertainty.
• Handoffs between salespeople and account managers can be improved by ensuring clear communication and maintaining emotional connection.
• Employee experience is just as important as customer experience, and everyone in the organization plays a role in creating a positive work environment.
• Salespeople have the opportunity to improve employee experience by elevating the status of their colleagues and recognizing their contributions.

QUOTES

• "Selling from the heart is all about looking for the opportunities to not only identify, but develop and reinforce personal and emotional connection with the people we interact with." - Joey Coleman
• "When a human makes a purchase, their brain floods with dopamine. But almost as quickly as that dopamine floods their brain, it starts to recede, replaced by feelings of fear and doubt and uncertainty." - Joey Coleman
• "If the customer feels that the salesperson is still emotionally connected, is still involved, this can be something as simple as one of my favorite tools for handling this." - Joey Coleman
• "Happier employees equals happier customers. If your customers hate interacting with you, chances are your employees are going to hate coming to work." - Joey Coleman
• "We all play a role in employee experience. What's interesting is most of us have never thought about that." - Joey Coleman

Learn more about Joey Coleman:
LinkedIn: https://www.linkedin.com/in/joeycoleman1/

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/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

Kay Miller is an expert on Uncopyable Sales. As the first woman ever hired for outside sales by Amerock, a division of Anchor Hocking, she built her formidable sales career by emphasizing long-term relationships over one-time deals. Kay was later hired by Walker Exhaust, a division of Tenneco and the largest automotive muffler manufacturer in the world. While there, she was named Walker's Salesperson of the Year, an accolade that earned her the nickname "Muffler Mama."

Kay has been a top sales performer ever since and now speaks and consults to help others maximize their sales success using the Uncopyable Sales philosophy.

SHOW SUMMARY

In this episode of Selling From The Heart, Larry Levine and Darrell Amy interview Kay Miller to discuss her book, "Uncopyable Sales Secrets," and how sales success comes from being good at selling yourself. She emphasizes the importance of building trust with customers and providing value. Kay shares her personal story of becoming "Muffler Mama" to stand out in the automotive industry. She encourages sales professionals to find their unique selling points and focus on their very best prospects. Kay also offers a free ebook with actionable sales steps.

KEY TAKEAWAYS

• Sales success comes from being good at selling yourself and building trust with customers.
• Find your unique selling points and focus on your very best prospects.
• Provide value and help customers improve their lives or businesses.
• Be willing to do things that no one else is doing to stand out in the market.

QUOTES

• "Sales success is not the result of being good at selling a product or service, but from being good at selling yourself."
• "You are the secret sauce of what you sell because you really aren't selling a product or a service, you're selling an outcome and a transformation."

Learn more about Kay Miller: 
LinkedIn: https://www.linkedin.com/in/millerkay/

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/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

In this episode of Selling From The Heart, Larry Levine and Darrell Amy interview Radhika Shukla, a senior sales leader with extensive experience in the industry. Radhika shares her insights on selling from the heart and the importance of servant leadership. She emphasizes the three pillars of successful sales: serving passionately, connecting authentically, and thriving collectively. Radhika also discusses the power of networking and building meaningful relationships in sales.

ABOUT THE GUEST

Radhika Shukla, an accomplished Sr. Sales Leader and holder of a Michigan-Ross MBA, brings forth over 21 years of invaluable experience in strategic sales leadership and business management. Her career has been defined by a strong emphasis on mentoring and leading high-performing teams across North America and Asia, with a focus on crafting cost-effective solutions that address critical business needs and drive digital transformations for customers.

In her most recent role, Radhika successfully helmed a $250M+ P&L business in the US Enterprise Commercial East Region. Her leadership ethos can be succinctly summarized as "Inspire, Empower, Appreciate," reflecting her commitment to leading with empathy and care. Remarkably, she holds 15 Cloud and Industry tech certifications, including Microsoft Cloud and Industry 4.0, and is recognized as a Google Cloud Digital Leader, further underscoring her dedication to staying at the forefront of industry advancements.

KEY TAKEAWAYS

• Serving passionately means understanding the customer's needs and tailoring solutions to meet those needs.
• Authenticity is crucial in building trust with customers. Being transparent and open, even in difficult conversations, builds credibility.
• Thriving collectively involves cross-functional collaboration and presenting a united front to customers. It is important to remove barriers and support team members' success.
• Networking is a powerful tool in sales. Setting clear objectives, choosing targeted events, and being genuine and authentic can lead to valuable connections.
• Building an influential inner circle through networking can accelerate success in sales.

QUOTES

• "Passionate service starts with truly understanding what the customer needs, not with what we have to sell to meet our quotas." - Radhika Shukla
• "Authentic connections are built on trust, transparency, and genuine relationships." - Radhika Shukla
• "Your network is your true net worth." - Radhika Shukla
• "Quality is more important than quantity when it comes to networking." - Radhika Shukla
• "Relationships have to be maintained. You have to nurture them." - Radhika Shukla

Learn more about Radhika: 

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

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/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

In this episode of Selling From The Heart, co-hosts Darrell Amy and Larry Levine invite guest Stan Phelps to discuss the importance of compassion and differentiated experience in sales. Stan shares his perspective on compassion, emphasizing the need to go beyond empathy and truly care about clients. The conversation explores the concept of "upgrading your humanware" by understanding oneself and clients' behavioral styles. Stan introduces the Diamond Rule, a framework that combines elements of the Golden Rule and the Platinum Rule, emphasizing the value of treating clients the way they want to be treated. The episode also delves into the goldfish metaphor, highlighting five factors that contribute to growth in both goldfish and businesses. Stan's book series, featuring different colors to represent aspects of customer experience, is also discussed. Listeners are encouraged to connect with Stan Phelps on LinkedIn and explore his books on Amazon.

ABOUT THE GUEST

Stan Phelps is a Forbes Contributor, TEDx Speaker, IBM Futurist, Certified Speaking Professional, and best-selling author of the Goldfish Series. He is also an Instructor for the ANA School of Marketing and Rutgers Business School.

A show-and-tell speaker, Stan empowers audiences to take action that delivers bottom-line impact. He strives to change the paradigm of marketing by encouraging audiences to focus on experiences as the ultimate competitive differentiator. He believes purposeful DX wins the hearts of employees and customers, and differentiation ultimately boosts loyalty, retention, referrals, and results.

A masterful storyteller who quickly connects with audiences, Stan has delivered keynotes and workshops for Fortune 100 brands including IBM, Target, and more. He works directly with you to customize content that matches your audience and your goals to create a memorable and meaningful experience every time. Count on Stan to show up early, arrive prepared, and disrupt the all-work-and-no-play methodology with his sharp wit and trademark showmanship. He makes it his mission to exceed expectations and inspire audiences in ways they just can’t help but talk about — and won’t soon forget.

KEY TAKEAWAYS

Compassion in Sales: Selling from the heart means conducting business with compassion, going beyond empathy to truly caring about the customer's needs and well-being.

Importance of Warmth: Warmth and sincerity are valued more than competence in building trust and relationships with customers.

Differentiated Experience: Differentiating yourself in sales is not just about what you do, but why you do it, how you do it, and the experience you provide.

Five Factors of Growth: Just like goldfish, businesses have five factors that influence their growth: market size, competition, external environment, early performance, and differentiation.

Controllable Factors: Of the five growth factors, you have control over differentiation—how you stand out, why you do what you do, and how you build relationships.

Word of Mouth: Word of mouth and referrals are crucial for business growth, and they are earned by providing exceptional experiences and going above and beyond for customers.

Lagniappe: The concept of "lagniappe" or "land yap" from New Orleans emphasizes the importance of doing a little extra to honor the customer relationship and create memorable experiences.

Diamond Rule: The Diamond Rule combines elements of the Golden Rule (treat others as you want to be treated) and the Platinum Rule (treat others as they want to be treated) by first managing yourself under pressure and then understanding and reducing pressure for your clients.

Understanding Behavioral Styles: Recognizing that people have different behavioral styles helps you adapt your approach to meet their specific needs and preferences.

Continuous Learning: To succeed in sales, it's essential to continuously learn and improve your people skills, communication, and ability to build relationships.

QUOTES

"Selling from the heart is simply doing business with compassion." - Stan Phelps

"Compassion is about truly caring about [your clients] and understanding that their shoes might be... three sizes too small." - Stan Phelps

"Differentiation isn't just about what you say; it's about what you do and how you do it." - Stan Phelps

"It's less about the transaction and more about the relationship." - Stan Phelps

"We gather every Friday for the Selling from the Heart Insiders group, and if you'd like to learn more about that, we sure would love for you to join us." - Darrell Amy

"The biggest myth in business is this idea of meeting expectations." - Stan Phelps

"The Diamond Rule takes the best elements of the Golden Rule and the Platinum Rule." - Stan Phelps

Learn more about Stan: 
LinkedIn: https://www.linkedin.com/in/stanphelps/

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/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

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 innovation

KEY TAKEAWAYS

Trust 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/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