Heartfelt Sales Professionals Double Down On These 5 Things, Will You?

sales leaders sales professionals Feb 08, 2021
"Your vision will become clear only when you can look into your own heart. Who looks outside, dreams; who looks inside, awakes."
Carl Jung

How do you sell in today's environment?

You put the needs of your clients first. You place them up on a silver business platter. You intentionally listen to their every word, what they need and how you can best fill it.

You sell from the heart

You deeply care about them as people and develop meaningful relationships with them. You don’t go in for the sales kill and then abandon them. You take care of them each step of the way.

Our philosophy at Selling From the Heart goes against everything that standard sales training teaches you.

The world has radically changed, yet how we sell seems to be frozen in time. No longer are the old-school or hard-nosed sales tactics working, it’s time for a change.

Love on your clients or someone else will

The change starts with you. It's about becoming your authentic self. It's not about copying what others do and how they look.

You see, sales copycats are empty suits.

The real you is waiting to come out, and it is wonderful. You have a unique set of skills to bring to the table. When you find them and then use them, your sales will soar. You have an individual story, and it's time that it was heard.

When you share who you are from the heart, it creates a connection that's not easily broken.


Where’s the Beef” was a commercial catchphrase for Wendy’s that came out in the early 1980's and was used to question other fast food hamburger chains for their lack of meat.

Think about this for a moment...

When salespeople run around the marketplace attempting to get visible without truly understanding their value, in essence they are creating a "where's the beef?" moment.

All style and lack of substance.

The emperor has no clothes, and many are merely empty suits.


Heartfelt sales professionals take responsibility for their results. They don’t blame others when things go wrong, they look inward and determine what they could have done to make the outcome better.

It's not about blame but self-examination. They look inward at themselves and congratulate themselves on what they did right as opposed to dwelling on their weaknesses.

Sales professionals double down on the heart work

Selling From the Heart is the new sales economy.

  • It's about knowing your values and living by them
  • It's about getting radically honest with yourself
  • It's about doing the heart work
Are you a selling from the heart professional or just another braggadocios sales rep?


Let's start with this question...

What is it about you that would cause someone to meet with you?


What are you bringing to the business table? What makes you any different than all the other salespeople in your marketplace?

What does value mean to you?

Answer the following two questions...

  • What experiences do you bring to the business table?
  • What have you learned that's directly applicable to helping your clients do better business?

Knowing your value must be deeply cemented within the foundation of your business house.

What makes you valuable?

People won’t ever engage in a business conversation nor buy from you if they don’t even understand why they should pay attention to you.

A heartfelt professional understands that their value is their promise. It's the value they deliver and communicate, as they hold themselves accountable to fulfill it.

Know thy value, know thyself


Do you believe stories help you sell?

Do you believe stories help you open up deeper conversations?

If we agree stories help, then what makes up your sales story? Sit for a moment and reflect upon your sales story.

Why should you reflect?

This is why...

  • People retain more through stories
  • Stories appeal to our emotional side
  • Stories create visualization
  • Stories inspire action

I believe your clients are a wealth of help. All you need to is ask them.

  • How have I helped you to do better business?
  • What is the value I have been bringing to your business?
Heartfelt professionals get their clients to hear with their heart.


To serve, it is more than a vision, it's a mindset and a belief change. It's based on the purpose of serving with intention versus reactive customer service.  To become a servant, YOU must change your mindset, discipline and heart. 

"Actions speak louder than words when speaking from the heart"

If you want to become 'great', if you want to become 'successful', learn to become a servant. Stop selling…Start serving... Start by leading yourself.

I wholeheartedly believe:

  • Servants make themselves available to serve
  • Servants pay attention to others needs
  • Servants give of themselves
  • Servants are faithful, trustworthy and transparent

Those who lead with the heart intentionally serve those who mean the most to them, their clients!

A Servant Mindset Is Rocket Fuel For Sales Growth


You must place your client's perspectives and needs far ahead of your own to give yourself a fighting chance. Putting them first is not complicated. It's about making them feel important and valued.

It is about building deeper connections. It is about engaging in ways you never have before.

How many of you are asking your clients, "How can I serve you?"

Develop empathy, compassion and deeply care for your clients. Gain an understanding of what motivates them and how this can align to what you can deliver.

No ifs ands or buts, your clients must come first. If you take care of your clients, they will take care of you.

Instead of worrying about being interesting, you need to first be interested.


Quite simple, this means knowing yourself so well that you become amazingly happy which in turn allows you to live a wonderfully balanced life.

“Happiness is not just a mood — it’s a work ethic”
Shawn Achor

Reflect for a moment...

  • Are you living as the real you?
  • Do your thoughts match your actions?
  • Does your walk match your talk?

Living a lie comes out sooner or later. Living a sales lies is even worse as this will ultimately screw with your career.


Salespeople who embrace their heart will grow in purpose, profit and impact.

It is about leading with your heart and not your wallet.

It is about not being an empty suit and an empty soul.

It is all about personal transformation and it starts with your heart.

“To handle yourself, use your head; to handle others, use your heart.”
Eleanor Roosevelt
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