In Turbulent Times, Sales Professionals Give Of Their Hearts And MindsApr 26, 2020
“We must give more in order to get more. It is the generous giving of ourselves that produces the generous harvest.”
Orison Swett Marden
Can a giver of heart succeed in a sales world riddled with unscrupulous, fake, and disingenuous people?
Is giving, the secret to long term sales success?
“The reason I’ve been able to be so financially successful is my focus has never, ever for one minute been money”
Unfortunately, many within the sales focus on the almighty dollar. Ask a group of salespeople, why they got into sales and often you'll hear "for the money".
For the record, I'm all for making money. It allows us to feed our needs, wants and provides for our family. Making money isn’t evil, nor is being wealthy. The evil happens when you place commissions over compassion for people and their visions.
Selling From the Heart professionals lead with heart, dignity and pride, not their wallets.
According to Wharton Professor Adam Grant in his book "Give and Take", there are three types of people in the world when it comes to reciprocity styles: givers, takers, and matchers.
What would you believe is necessary in sales?
"Givers are more successful because they establish reputations and relationships that enhance their success over the long term."
GIVERS BUILD NETWORKS
We live in a digitally driven and socially connected society. How we leverage and influence networks becomes important because they give us access to information, skills, relationships and influence.
The common denominator with networks is people.
Here's a sales 101 tip, if you want to increase your sales, the human connection is always the place to begin.
Givers give, are you giving of yourself to those who need it the most?
Maya Angelou said,
“People will forget what you said, people will forget what you did, but people will never forget how you made them feel.”
Givers give of themselves in building deep social connections based upon love, compassion, caring and the emotional bonds they build.
It's never been as easy as it is right now to connect. The question becomes, are you truly connecting?
Givers give of themselves, their knowledge, their heart and mind. Are you making yourself memorable by finding a way to connect on a personal level? If you can make it personal, I promise you will never be forgotten.
GIVERS GIVE THEIR MIND
In turbulent and troublesome times, it's no surprise that kindness, compassion, gratitude and giving to others is really good for our immune system.
Adopt a giving mindset and your sales world will dramatically shift. This all goes back to the golden rule of treating others how you'd like to be treated.
You must GIVE in order to GET.
Sales is about the art of the help. Focus on helping others. Help others achieve what you have. Help your fellow team members, help potential clients, help your current clients, and most of all... help people in your community.
What's inside your heart?
The more you give of yourself the more you find yourself
In the weeds of chaos, we must be willing to give. What's does a relationship with your clients look like without giving? A relationship is a two-way street. Don’t just talk about yourself to your clients, truly give yourself to your clients. And don’t be shy about it. Being afraid to share the deepest darkest secrets will prevent you from revealing the heart and soul of who you are and the potential fruit that relationship will bear.
- Are you willing to give of your knowledge?
- Are you willing to give of your time?
- Are you willing to give of your resources?
Let's all think for a moment... Would small acts of generosity, thoughtfulness and kindness make a difference in the lives of your client's?
GIVERS GIVE THEIR HEART
Heartfelt professionals focus on making a real difference while having a positive impact on others.
Heart is a place where one develops and gains strength. Those who embrace their heart will grow in purpose, profit and impact. Those who embrace heart will strengthen their client relationships with many stakeholders, producing long-lasting results.
In order to give of your heart, you must commit to serving others. This means you must walk, talk, live and breathe every aspect of a servant.
If you can't become transparent with yourself then how can you be transparent with your clients?
Givers of the heart are humble, genuine and sincere. They roll up their emotional sleeves.
Givers of heart measure success not by their commission check but on the impact they've made on their clients.
- Compassion over commission.
- Empathy over empty suits!
Right now, at this very moment, your clients are asking so much more of you than they ever have before. They're holding you to a higher degree of accountability. If you fail to nourish and continually bring your mind and your heart, I flat guarantee somebody else will eagerly step right in.
What would happen if you got to the heart of what matters with your clients? Think about that one for a moment.
Grab a sheet of paper and write down the following:
What are three ways I can connect at the heart level with my clients?
GIVERS ESTABLISH HUMAN ENGAGEMENT
Givers of the heart establish reputations and rock-solid relationships enhancing their success over the long term. Their human approach to relationships builds trust, encourages open conversation, and creates value for their clients rather than simply claiming value.
A giving approach may not be fruitful in the short term, but I will tell you this... it’s incredibly valuable and powerful in the long run.
"From a relationship perspective, givers build deeper and broader connections."
I understand, I get where you all are coming from. Every day, I walk in your shoes. I am fully committed to helping your sales team integrate social aspects and heartfelt strategies into your current sales process to grow new business. I want you to get results. This is why I am passionate about doing this the right way, the genuine way, the authentic way! It's about understanding value before visibility.
Selling From the Heart is making a difference! I poured my heart into every page of this book and I think you're going to love it. You can find it on Amazon in paperback, kindle and in audio. You can click on the book image below and this will take you to Amazon.
You can find more material inside Selling From The Heart.
In a world full of empty suits, I'm passionate about helping sales reps succeed by getting valuable before they get visible. I help sales teams understand the true value they bring to the market.
I appreciate getting the opportunity to share my stories. Integrating the use of social and sharing my story on LinkedIn was my “game-changer” in the highly competitive office technology world. With great pride I transform, challenge, coach and inspire sales teams to grow new business by helping them share their story and how they communicate it out by integrating the use of social inside the sales process. You can follow me on LinkedIn, Twitter, Facebook and on my podcast by clicking on Selling from the Heart.