Larry Levine is the international best-selling author of Selling From the Heart and the co-host of the Selling From the Heart Podcast. With 30 years of in-the-field sales experience within the B2B technology space, he knows what it takes to be a successful sales professional.
Larry has successfully sold to customers ranging from up-and-down the street accounts to Fortune 500 companies. In the fall of 2013, Larry became a corporate major account rep for a Japanese OEM in Los Angeles, California, one of the most competitive markets in the United States. Hero walked into a zero base opportunity with no current customers. By using the strategies explained in Selling From the Heart, he booked over $1.3 million in new sales in 2014, leaving behind a $1.6-million pipeline for the next rep to develop.
Larry now coaches and inspires sales leaders and their teams to do what he did. Since 2015,
Larry Levine Larry has coached sales professionals across the spectrum of tenured reps to new millennials entering the salesforce. Both appreciate the practical, relevant and “street–savvy” nature of his coaching.
In a world full of empty suits, Larry is passionate about helping sales reps succeed by getting valuable before they get visible. He helps sales teams understand the true value they bring to the market. Then he helps them get visible by combining traditional sales techniques with new social selling strategies.
Larry lives in Thousand Oaks, California where he is actively involved in Kiwanis and other local non-profits.
Who Should Read this Book
Presidents and CEO's
Small Business Owners
Those Interested in Learning About Sales
- Learn to sell naturally
- Learn how to use Social Media to generate leads
- Increase customer retention
- Use the power of relationships to build your sales
- Make difficult conversations easy
- Get and keep the right customers
Chapter 10: No More Empty Suits
“To be successful, you have to have your heart in your business and your business in your heart” Thomas Watson, Sr.
Unfortunately, in the sales world today, there are a tremendous number of empty sales suits. The sales profession can do better than they’re doing. The issue boils down to misalignment. Most in sales are misaligned with their inner self, which tends to lead to chaos. It’s hard to become the best version of yourself if you have no clue or can’t identify with who you are. Your prospects are smart. Your clients are even more intelligent. They can smell commission breath a mile away.
Sales Professionals Don’t Reek Of Commission Breath
Commission breath is the ultimate sales buzz-kill. It ruins a sales meeting in seconds and plagues the offenders immensely.
Commission breath describes a sales rep who’s so hungry for a deal that they will say or do anything just to get it. They crave commissions so badly that prospects smell it on their breath a mile away. They’re a shark in a suit, circling around red sales meat!
These sales reps are constantly in beast mode. They’re always on the prowl, hunting and lurking for any opportunity to pounce on a sale. Their modus operandi is quite clear… make a deal, grab their commission and move onto the next sales kill. They’re more interested in the commission than the relationship.
Commission Breath Is A Foul Odor
Your clients are way too smart and can immediately smell commission breath. Showing up, spewing and spraying insincere sales jargon; reeking of commission breath will instantaneously kill a deal. Sales reps who start off a meeting talking about how great they are, stink up the business environment. Sales reps who push their services stink up the business environment. Sales reps who are self-centered, providing reason after reason why you need to do business with them stink up the business environment.
Curing Commission Breath
The dishonesty by these commission-breath sales reps has caused the sales profession to suffer collectively from disparaging names such as ‘snake oil,’ and the infamous ‘used-car salesman.’
This can be cured by adopting a selling from the heart lifestyle. Selling from the heart professionals genuinely care about their clients. They give a rip and love to serve as they help their clients get their best outcome. Selling from the heart sales professionals become absorbed with their clients’ needs and not their own.
Selling from the heart is not a fad. It’s not a strategy. It’s a way of life.
Downloadable Photos & Images
I appreciate requests for photographs for press use. Email and let us know where you post your article so we can link to it. Thank you.