"The face is the mirror of the mind, and eyes without speaking confesses the secret of the heart"
St. Jerome
Every now and then, we encounter sales professionals who are different. They're extremely unique, quite rare and separate themselves from everyone else. They have a certain aura and swag about them that puts their clients at ease. It's as if they don’t really desire to sell their solutions or services as much as they want to make a difference for their clients and prospects.
These professionals are genuine, authentic and the real deal. They sell from their heart and soul. They're aligned with a higher purpose for being in the sales profession, regardless of the solutions or services they sell.
"A selling from the heart sales professional seeks first to be understood as they turn transactional sales opportunities into transformational experiences."
People love doing business with these genuine and down to earth sales professionals because they genuinely care about helping their clients get what they want. They place their clients on a silver platter. This makes for happier, healthier and more loyal clients than those who are sold something they may not need... hint, this wreaks of commission breath.
A selling from the heart sales professional is unique. Their mindset from the time they wake up and throughout the working day, is to figure out how to make a significant difference in the lives of their clients and prospects.
A selling from the heart professional focuses on the concept of honesty and integrity as they walk, talk, live and breathe the human aspect of sales. They are true practitioners and minister to their clients the message of selling from the heart.
A selling from the heart sales professional measures success not by their commission check but on the impact they've made on their clients.
DON'T WREAK OF COMMISSION BREATH
Commission breath is the ultimate sales buzz killer. 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; they will say or do anything just to get it. They crave commission 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 sale, 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; wreaking 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 they need to do business with them stink up the business environment.
SIGNS OF COMMISSION BREATH
Commission breathed sales reps have dollar signs tattooed on their slimy foreheads. They love the feel of their customer's money moving right into their shallow pockets. They pitch their sales wares instead of listening. They chase every deal that comes their way and use every old school, high-pressure sales tactic in existence.
Commission breath is caused by a lack of confidence, invigorated by low self-esteem and self-worth. All of this reminds me of The Eagles song, Desperado... Why don't you come to your senses! Desperate sales reps eat, sleep and breath a warped desire to close a sale at any cost (I wonder what their sales funnel looks like).
CURING COMMISSION BREATH
The dishonesty by these commission breathed 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 to 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.
I understand, I get where you all are coming from. Every day, I walk in your shoes. I am fully committed to helping your sales team integrate social aspects and modern strategies into your current sales process to grow new business. I want you to get results. This is why I am passionate about doing this the right way, the genuine way, the authentic way!
I'm writing a book. The title is Selling From the Heart! I'm pouring my heart into every page of this book and I think you're going to love it.Enter your email address here in this hyperlink and you'll be updated as the book is released. You'll also become part of our launch team. As a thank you, I'll have some special bonuses waiting for you!
You can find more advanced training material inside the Social Sales Academy website.
I appreciate getting the opportunity to share my stories. Integrating the use of social and sharing my story on LinkedIn was my “game-changer” in the highly competitive office technology world. With great pride I transform, challenge, coach and inspire sales teams to grow new business by helping them share their story and how they communicate it out by integrating the use of social inside the sales process. You can follow me on LinkedIn, Twitter, Social Sales Academy and on my podcast by clicking on Selling from the Heart.
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