Selling From The Heart Podcast

In this episode of Selling From The Heart, Weldon Long joins Larry Levine and Darrell Amy to share his inspiring journey from homelessness and prison to success and prosperity. He emphasizes the importance of selling from the heart, extending oneself emotionally and professionally to prospects, and maintaining integrity in sales. Weldon also discusses the power of consistency and the prosperity mindset, highlighting the role of expectations and imagination in achieving success. He explains how the reticular activating system filters our focus and the impact of cognitive dissonance on behavior. Weldon emphasizes the need for a morning routine and a prosperity plan to condition the subconscious mind for success.ABOUT THE GUESTWeldon Long is a successful entrepreneur, mindset expert, and author of the NY Times Bestseller, The Power of Consistency. From 13 years in a jail cell to running multi-million-dollar businesses...In 2003, Weldon walked out of a homeless shelter after serving over a decade in prison. A 9th

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 c

In this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by John Hanson, a customer service expert and author of the book "Winning Secrets: How a Dictionary and a Ruler Can Change Your Life." He is known for his commitment to excellence in communication, responsiveness, and adding value to clients.John joins us to discuss the concept of Selling From The Heart and the key principles outlined in his upcoming book, "Winning Secrets." He emphasizes the importance of building trust with customers by genuinely caring about their needs and providing value. John introduces the idea of using a dictionary and a ruler to redefine success and measure progress. He encourages celebrating both successes and failures as learning opportunities and highlights the significance of preparation and continuous improvement in sales.KEY TAKEAWAYSBuilding trust with customers requires genuine curiosity and a commitment to understanding their needs.Success is not a one-time event but a continuous journey

In this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by Hannah Austin, author of "Hello, Head, Meet Heart." Hannah shares her experience with burnout and discusses the importance of aligning the head and heart to avoid burnout. She emphasizes the need for self-reflection and self-awareness and provides practical tips for recognizing and addressing burnout. Hannah also highlights the power of connection and community in overcoming burnout and finding fulfillment in both personal and professional life.Hannah Austin is a highly sought-after corporate leader and management professional, specializing in the management and prevention of burnout for professionals. As the CEO and Founder of SheShatters, LLC, she draws on her experience consulting and coaching corporate leaders to provide employees- at the mid to high point of their careers with the support they need to burn brightly without burning out.  Prior to founding SheShatters, Hannah spent 20 years as an executive in the he

In this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by Anthony Garcia to discuss the importance of setting meaningful and emotionally invested goals in sales. Anthony emphasizes the need to move away from a transactional mindset and focus on building genuine relationships with prospects. He shares his personal experience of setting goals that are emotionally invested and how it has driven his success. Anthony also provides practical tips on how sales professionals can start setting meaningful goals and plan for adversity.Anthony Garcia is a sales expert with nearly two decades of experience in direct business-to-business and medical sales. He has achieved top accolades in his field and has trained and developed sales teams for various companies. Anthony is the author of "Catapulting Commissions" and the host of the "Catapulting Commissions" podcast. KEY TAKEAWAYSSelling from the heart means genuinely caring about solving a problem for the prospect and being invested in the

In this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by Jonathan Mahan, the co-founder of The Practice Lab, a training community for sales professionals looking to develop their skills through deliberate practice. He is passionate about helping salespeople cut through the clutter of tips and tactics to focus on the most impactful core sales behaviors. Jonathan Mahan joins Larry and Darrell to discuss the importance of deliberate practice in sales. He explains that while simple repetition doesn't grow skill, deliberate practice can rewire the brain and equip salespeople with the abilities they need to perform under pressure. By practicing core fundamental skills and receiving immediate feedback, sales professionals can change their behaviors and elevate the sales profession. KEY TAKEAWAYSLazy selling can be done without much practice, but high-quality selling requires intense skill development through deliberate practice.Deliberate practice involves setting clear targets, re

In this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by Kelly Riggs the author of the book Counter Mentor Leadership and is a speaker and business performance coach for executives and companies throughout the United States. He is known for his leadership, sales development, and strategic planning expertise.Kelly Riggs joins the Selling from the Heart podcast to discuss the need for authenticity and relationship-building in sales. He emphasizes the importance of character in sales professionals and the need to focus on the customer's best interests. Kelly also challenges the traditional approach to sales training, suggesting that it often results in inauthenticity and product-focused selling. He advocates for a shift towards a coaching culture and ongoing sales development to create lasting change and improve sales results.KEY TAKEAWAYSAuthenticity and character are crucial in sales, and sales professionals should prioritize the customer's best interests.Traditional sales tr

In this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by DB Bedford the CEO and founder of iNeverWorry Consulting a company that specializes in Emotional Intelligence and trains staff and leadership on how to effectively manage their behavior and make better personal decisions to achieve positive results.DB Bedford discusses the importance of emotional intelligence (EI) in sales. Emotional intelligence is the ability to recognize and manage one's own emotions and the emotions of others. He explains that emotional intelligence allows individuals to feel their emotions without letting them overpower their intelligence.  DB shares his personal journey of transformation from a life of crime to becoming an emotional intelligence coach. He highlights the role of perspective and being present at the moment in reducing worry and anxiety. DB also emphasizes the importance of building rapport and relationships with clients, as well as being intentional about creating positive experien

In this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by Tim Rohrer, Tim is the author of "Sales Lessons of the World's Greatest Mentor" and an award-winning sales director with over 25 years of experience in sales and sales management. He is a coach, mentor, and consultant who believes in the power of story, personal growth, and building trust in sales.He shares the story of his mentor, Dick Harlow, and the valuable lessons he learned during his early years in sales. Tim emphasizes the importance of integrity and selling from the heart, focusing on the customer's goals and objectives. He also highlights the significance of mentorship and the impact it can have on a salesperson's success. Tim's book offers 16 lessons from his mentor, providing valuable insights and guidance for sales professionals. HIGHLIGHT QUOTES"Selling from the heart means selling with integrity, being transparent, and ensuring that every transaction is a win for both parties.""Integrity is about doing t

In this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by Ryan Hartley, Ryan is the founder and heart and mind behind Always Better Than Yesterday. He is a heart-centered coach, consultant, and community leader. Ryan is also the host of the Always Better Than Yesterday podcast.Ryan explains that love is an energy, not just an emotion, and that it is a life source of energy that calls us to serve others. He discusses the concept of heartprint, which refers to our impact on others in every interaction. Ryan encourages leaders to lead from the heart and create a safe and compassionate environment for their team members. He also highlights the importance of self-awareness and self-discovery in connecting with one's own heart and being authentic in sales interactions. HIGHLIGHT QUOTES"Selling from the heart comes from wholeness. The people we serve don't lack anything." - Ryan Hartley"Love is an energy, a life source energy that calls us out of our comfort zone to put others' need

In this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by Marc Clausen, a global sales and sales performance strategy coach at IBM, to discuss the importance of coaching in sales leadership. Marc shares his insights on where sales leaders often go wrong in their coaching approach and provides valuable tips on how to be an effective coach. He emphasizes the importance of serving both customers and sales teams and highlights the value of co-creating and collaborating with clients. Marc also introduces the GROW model for coaching and explains how it can help sales managers guide their teams to success. HIGHLIGHT QUOTESMarc's definition of selling from the heart - Marc Clausen: “I think you sell from the heart when you know the customer. I think you sell from the heart when they know you. And you've got integrity in the kind of man or woman you are when you show up in their environment.”Importance of coaching and the need for training for sales managers - Marc Clausen: “I think o

In this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by Stacey Hanke, the author of two books, "Influence Redefined" and "Yes You Can! Everything You Need to Know from A to Z to Influence Others to Take Action." She is an expert in communication and influence, helping individuals enhance their influence and build trust through clear messaging and body language.Stacey emphasizes the importance of going back to the basics in sales and communication. In a world filled with noise and distractions, it is crucial to focus on warmth, sincerity, and authenticity. Influence is about consistent body language and messaging, as well as the ability to move people to take action long after the interaction has occurred. Hanke encourages sales professionals to seek feedback and record themselves to increase self-awareness and improve their influence. By paying attention to how they show up and being consistent in their personal brand, sales professionals can stand out and build trust with

In this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by Joanne Black, America's leading authority on referral selling and the founder of No More Cold Calling. She helps salespeople, sales teams, and business owners build their referral networks to quickly attract more business, decrease operating costs, and ace out the competition every time. Joanne discusses the importance of referral selling. She shares her insights on how salespeople can build and leverage their referral networks to create a sustainable and successful sales career. She also emphasizes the need for authenticity in sales and the importance of putting the client first. HIGHLIGHT QUOTES The importance of asking for referrals - Joanne: "Because as salespeople we have the relationships and when we've closed a deal, we've talked to more than one person. Typically, yes, right. And we know when we've clicked with people, it's not everybody, but I imagine there must be three or four people that we've connected wit

In this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by Paul Caffrey, the co-author of the book "Work Before The Work: The Hidden Habits of Elite Sales Professionals That They Use to Outperform the Competition." Paul has spent the past 14 years mastering the sales profession and is trusted by some of the world's biggest brands and most innovative scale-up tech companies.Paul shares his insights on sales preparation and how it can help sales professionals outperform their competition. He discusses the importance of developing a growth mindset, setting goals, and planning your day. Paul also shares his thoughts on the role of authenticity in sales and how it can help build trust with customers. Additionally, he discusses the six habits that elite sales professionals use to achieve success.HIGHLIGHT QUOTESImportance of clarity in sales - Paul: "You have to speak about outcomes. You need to be that visionary to bring people along with you. But if you're not clear on what you ex

HIGHLIGHT QUOTESWhat does it mean to sell from the heart? - Larry: "It depends on what's in your heart, again, goes back to how your authentic self sells you. You have to be willing to do the inner work when you uncover who your true self is when you uncover what's in your heart, amazing things start to happen. But it's just how you can connect and how you can relate to people." Learn more about Darrell and Larry: Darrell | Larry | Website Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.Click HERE to preorder your copy of the rerelease of the Selling from the Heart book.  SUBSCRIBE to our YOUTUBE CHANNEL! Please visit WHYINSTITUTE.COMPlease go to WORKBETTERNOW.COMClick for your Daily Dose of InspirationCheck out the 2023 Authentic Selling ChallengeGet your Insiders Group FREE PASS here

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

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

Welcome to the Selling From The Heart podcast with Darrell Amy and Larry Levine as they feature Bernadette McClelland, The Story Strategist and Founder of the StorySelling Philosophy. She is also the author of Shift and Disrupt. Storytelling is the oldest form of communication. Her StorySelling Philosophy is a unique model that takes sales conversations deeper. The framework consists of 3 interconnected circles: Connection, Conversation, and Conversion. The magic happens at the intersection of these 3. Bernadette unpacks the internal stories that affect salespeople's performance: Identity, Authority, and Money. She explains that the outcomes for each one of these stories are being enough, demonstrating expertise, and expressing value.HIGHLIGHT QUOTESFind the intersection between connection, conversation, and conversion - Bernadette: "When you do get to the right level of connection, you need to have the right depth of conversation. When you can get to the right level of connection and your conversations are t

Welcome to the Selling From The Heart podcast with Darrell Amy and Larry Levine as they feature Jim Packard and George Campbell, the co-authors of The Consistency Chain. How people make decisions can be drastically different from one person to the next.Only 20% of people make decisions using their prefrontal cortex, the executive function part of the brain, while the rest of the 80% use their primal ventral striatum which makes decisions based on whether it is easy, safe, and pleasurable.The trick is to lean into this. Do things today to create a relentlessly consistent string of wins every single day. The only rule is to not break the chain and, to help this, all you have to do is look at your daily progress. The satisfaction of knowing you are consistent is the reward itself!HIGHLIGHT QUOTESA vast majority of people make decisions based only on 3 factors - George: "80% of us, people like me, tend to make decisions in the ventral striatum which is a much more primal part of the brain that makes decisions bas

Welcome to the Selling from the Heart podcast with Darrell Amy and Larry Levine as they welcome Stacey Hall, the author of Selling from Your Comfort Zone and founder of Success with Stacey Hall. Being comfortable does not mean being lazy. It means you sell in alignment with your values, experiences, and products without needing to be assertive.Sales professionals are always told to be prepared for no. But what if we instead enter conversations with the intention of getting a yes? Stacey talks about changing the mindset and expecting good things to happen rather than objections. A foundation of trust is created when you offer valuable content and engage clients about their needs and challenges.HIGHLIGHT QUOTESAsk, don't tell, and build an authentic relationship - Stacey: "I'm asking questions. I'm not telling anything. I'm not prepared to tell anything. I'm prepared to know what my service or my product actually does and what problems it solves that I'm prepared for.""But in the conversation, I'm not prepared