A Selling From the Heart Professional Leads A Giving Lifestyle, Are You?

sales leaders sales professionals Oct 18, 2020
"From a relationship perspective, givers build deeper and broader connections."
Adam Grant

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.

Grant’s perspective,

"In a world where we often work in teams and provide services to others, we should strive to adopt a giver mentality. Givers are more successful because they establish reputations and relationships that enhance their success over the long term."

Can a giving mindset in a sales world riddled with unscrupulous, fake, and disingenuous people be the answer?

A Giver is always trying to figure out what they can do for others. “How can I be of help?”

A Taker is always trying to figure out how to gain something from the situation. 

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”
Oprah Winfrey

Ask a group of salespeople, why they got into sales and you just might hear "for the money".

Making money isn’t evil, nor is being wealthy. The evil happens when you place your commissions before people and their visions.


Are you giving without asking for anything in return?

I recently came across the Japanese philosophy of Omotenashi. This can simply be translated to hospitality.

In the west, we tend to see hospitality as providing exceptional customer service with the expectation to receive something in return.

In Japanese culture, it is providing exceptional customer service without the assumption of receiving a reward.

Are you giving and serving without asking for anything in return?

This entire concept is called Omotenashi. The Michelin Guide breaks down the meaning of the Japanese word:

‘“Omote” means public face – an image you wish to present to outsiders. “Nashi” means nothing. Combining them means every service is from the bottom of the heart – honest, no hiding, no pretending.”

A Selling From the Heart professional is all about giving and serving. They integrate Omotenashi in creating the most heartfelt client experiences.

What's inside your heart that in turn you can give to your clients?

The more you give of yourself the more you find yourself


I am here to inform you, giving of your heart is not a sign of weakness. True power resides with listening to your inner heart voice by making a commitment to clear all that stands in the way of a heartfelt connection.

Focus on how you can help your clients. Share your knowledge, your insights and what you can do for them rather than for yourself. I guarantee no one likes a know-it all, self-centered and stereo-typical sales rep... This does not build followership.

A Selling From the Heart professional aligns themselves in the direction of their clients, looking at giving more than they get. They're completely focused on helping.

Heartfelt professionals focus on making a real difference while having a positive impact on others.

I encourage you to integrate Omotenashi with your clients.

  • Anticipate their needs
  • Be selfless
  • Be considerate


Heartfelt givers 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."
Adam Grant

Givers engage through heartfelt questions. The end result, their clients feel respected, feeling more comfortable sharing information.

By asking engaging questions, givers are learning what their client's value.

Adam Grant states, 

“By asking questions and getting to know their customers, givers build trust and gain knowledge about their customers’ needs. Over time, this makes them better and better at selling.”

I ask you to think about the following...

What would happen to your client relationships if you asked great questions, created a giving mindset and you integrated the Japanese philosophy of Omotensahi?

Just for a moment, imagine knowing your clients so well that you anticipate their needs before they do.

Omotenashi reminds me of A Selling From the Heart professional.

What about you?

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