Heartfelt Sales Professionals Live By The 3 P's... Are You?

sales leaders sales professionals Apr 18, 2021
“The person without a purpose is like a ship without a rudder.”
Thomas Carlyle

One of the greatest gifts we have is our ability to choose how to live our life. I'm a firm believer that living with purpose does matter.

Merriam-Webster defines purpose as the reason for which something exists or is done, made, used, etc. 

What is your purpose?

As humans, we're wired to seek out meaning and purpose in our lives. Nowhere is this ever so important than in sales, as this is where we spend much of our waking hours.

“The purpose of life is a life of purpose.”
Robert Byrne

A heartfelt sales professional thrives on being a part of a purpose. What lights their fire? It's about becoming part of something that really matters, something that really makes a difference to the lives of their clients and future clients.

What is in your heart? What is lighting your fire?

The heart is powerful. It maintains life and connects us to our true selves. Our natural instinct to be, to desire and to do things is often driven from a pure place in our heart and the inner part of who we are.

In chapter 6 of Selling From the Heart, I speak to Servant Led Sales Leadership. In a business world where many in sales are viewed with negativity, an authentic, real-deal approach is a breath of fresh air.

  • A servant led professional has an authentic desire to serve
  • A servant led professional is all in
  • A servant led professional pours themselves into their clients
The servant-leader is servant first… It begins with the natural feeling that one wants to serve, to serve first.”
Robert K. Greenleaf

Are you focused on your needs or fulfilling your client's needs?


We can all agree, change is everywhere and it's happening at rapid rates.

Heartfelt professionals who "pour themselves" into their clients tend to make more money and do more for their clients than sales reps who aim to make money.

When sales reps see their sole purpose as making a profit, they tend to view people as objects. They look at them as dollar signs, reeking of commission breath.

Lead with your heart and not your wallet

A purpose-driven sales professional understands their client's environments and goals on a greater level than that of quota-driven sales reps.

Creating value and leading with heart not only transforms sales effectiveness, it provides insulation from the price hammer.


Those who lead with their heart are able to connect with the emotional needs of their clients.

They understand people have the need to be valued, respected, heard and acknowledged. By acknowledging and not forgetting the human element, they maintain the wisdom to positively transform their client's business by helping them to do better business, a profitable one.

Heartfelt professionals are driven by high standards and deep morals.


Having a sense of purpose in your life is essential to your well-being. A sales professional continually searches and finds their sense of purpose as circumstances change. 

Those with a sense of purpose in sales are passionate, they create change and they're committed. They're completely focused on serving first.

They ask themselves purposeful questions such as:

  • What problems do my clients encounter? How can I help them solve them?
  • How can I become more effective to better help my clients to succeed?
  • How can I use my talents to be of greatest value to others?
Heartfelt sales professionals take massive action and it starts with themselves


Sales professionals take pride in their work and it's extremely important to them. You can say it just comes naturally.

If your eyes do not light up when you talk about what you do then think about finding something else to do!

If you don’t love what you do where you spend 8 hours per day and 5 days per week, then your long-term sales success is in danger. 

I believe pride in your work is mission critical. This is one aspect that separates a sales rep from a sales professional. They invest in themselves and ensure this is visibly demonstrated.

Pride can be broken down to the following:

P - Personal

R - Responsibility

I - In

D- Delivering

E - Excellence

Hard to deliver and serve without pride for what you do.


Proactive professionals plan for and create the future. They are change creators not passive sales spectators.

  • This planning helps them to overachieve.
  • This planning increases their awareness within their marketplace.
  • This planning has them involved and participating in community events.
  • This planning has them obtaining referrals from current clients.
  • This planning has them continually learning about their client's business.

This proactive plan includes nonnegotiable prospecting, profiling targeted accounts, executing client strategies and obtaining feedback to continuously improve their performance.

Personal accountability is the glue that ties commitment to results


Life is too short. You deserve a career where you have a sense of purpose, pride and a plan.

Sales professionals don't leave it up to their company or their management team. It is up to you to define what you do with your sales career.

  • Know what motivates you
  • Find a mentor or a business coach
  • Crave self-improvement
"If you believe in yourself and have dedication and pride - and never quit, you'll be a winner. The price of victory is high but so are the rewards."
Paul Bryant

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