Selling From the Heart Podcast Larry Levine, Darrell Amy

In this episode of Selling From The Heart, Larry Levine and Darrell Amy dive into the third sales transformation with special guest JC Larreche. Learn how to go beyond creating value to mastering the capture of corporate value, essential for any sales professional navigating today's competitive business environment.

In this episode of Selling From The Heart, Larry Levine and Darrell Amy dive deep into the concept of trust-based selling with special guest Dave Kurlan. They explore the importance of slowing down and being deliberate in the sales process, especially during the crucial stage between suspect and prospect. Using baseball analogies, they illustrate how rushing through this phase can erode trust and hinder sales success. Instead, they emphasize the significance of asking questions, listening attentively, and building a strong case for why prospects should buy. By adopting these strategies, sales professionals can establish genuine connections, differentiate themselves, and ultimately drive better results.

KEY TAKEAWAYS

Slowing down and being deliberate in the sales process builds trust and accelerates deals in the long run.

Asking questions, listening attentively, and seeking clarity are essential steps in establishing rapport and understanding customer needs.

Rushing to present or pitch products/services can create resistance and erode trust, hindering sales success.

Building a strong case for why prospects should buy, based on their unique needs and challenges, increases the likelihood of closing deals.

Using analogies, such as the baseball diamond, can help visualize and reinforce key concepts in sales strategy and execution.

QUOTES

"The better you do taking your time between 1st and 2nd base, the faster you can run from 2nd base to home plate."

"Salespeople have a reluctance to slowly and patiently listen and ask questions. They prefer to start with a demo or a presentation, and they don't get that the very fact that they want to pitch something creates distrust."

"If you want to lead your sales team in runs batted in and be known as the heavy hitter, walk from first base to second base. Watch what starts to happen."

Learn more about Dave Kurlan:
LinkedIn: https://www.linkedin.com/in/davekurlan/

Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

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Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation. Discover how to build trust quickly with prospects and clients. Get your autographed advanced reader’s editions now! Read it before the official launch on April 13, 2024. Please visit https://sellinginaposttrustworld.com/

Please visit https://www.sellingfromtheheart.net/ book to pre order your copy of the rerelease of the Selling from the Heart book.

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In this episode of Selling From The Heart, Larry Levine and Darrell Amy are joined by guest Carole Mahoney, author of "Buyer First: Grow Your Business with Collaborative Selling." They explore the transformative power of collaborative selling in revolutionizing the sales profession. Carol delves into the importance of putting buyers first, actively listening, and building trust through authentic connections. Drawing from her own experiences and research, Carol shares practical insights and strategies for sales professionals to enhance their approach and achieve meaningful results.

In this episode of Selling From The Heart, join Larry Levine and Darrell Amy in an enlightening conversation with Paul Ross, author of "Subtle Words that Sell: How to Get Your Prospects to Convince Themselves to Buy and Add Top Dollars to Your Bottom Line." Paul introduces innovative approaches to sales, drawing from his expertise as an elite sales trainer, master hypnotist, and practitioner of neurolinguistic programming. He emphasizes the importance of understanding subconscious motivations, building trust, and expanding prospects' states of consciousness to facilitate impactful sales interactions.

In this episode of Selling From The Heart, Larry Levine and Darrell Amy are joined by Benjamin Tagoe, CEO of Objective Management Group (OMG), to delve into the latest trends in sales and unveil the secrets behind driving sales success. Through decades of data analysis on millions of sales professionals, Benjamin shares unparalleled insights into the key competencies that differentiate top performers from the rest. From the importance of self-awareness to the critical role of adhering to sales processes and manager accountability, this episode provides actionable strategies for sales professionals looking to elevate their game in 2024.