"When you fish for love, bait with your heart, not your brain."
Mark Twain
What are you fishing for in the sales world?
Furthermore, what are you fishing for with your clients?
I am here to inform all of you, the faster you get to the heart, the faster you get to what matters for your clients and future clients.
Let's think together for a moment...
Could a loving a heart be the pathway to client knowledge?
Could a loving heart be the key to monumental sales growth?
In a post-trust world, where trust in salespeople is at an all-time low, it has now become more critical than ever for you to be transparent, human, and connect at an emotional level with your clients.
Your clients must be valued, respected, involved, and their views must be heard.
Those of you who lead with heart are better suited. By this I mean, you have the wisdom, capacity and wherewithal to positively inspire you clients to transform their businesses towards the next level of growth.
Heartfelt salespeople commit themselves to make tomorrow a better day for their clients.
Nelson Mandela eloquently said,
"A good head and a good heart are always a formidable combination".
Heartfelt salespeople establish deep meaningful relationships while maintaining radical amounts of self-discipline. This 1-2 punch creates long-term results, which in turn, fosters sustainability.
Heartfelt salespeople prioritize sustainability over short-term gains. They aim to build enduring and authentic relationships, as opposed to focusing solely on transactions.
Transactional thinking gets salespeople replaced.
Heartfelt salespeople recognize the importance of building genuine connections with their clients. This has them going beyond transactional interactions as they strive to understand their customers' needs, desire, and challenges.
With intentional listening and empathy, they create a foundation of trust, mutual understanding and respect. This approach allows them to establish long-term relationships built on authenticity, care and compassion for each other.
By cultivating trust and delivering consistent meaningful value, you begin creating a foundation for long-term success.
This approach not only leads you to repeat profitable business but also generates monumental amounts of referrals and recommendations. All this contributing to your sustainable growth.
Soft skills will yield you hard dollars!
In a sales world riddled with all about me, selling from the heart creates the foundation known as "all about we."
Selling from the heart is a lifestyle.
It's not a fad, it's not a fly by night sales tactic, nor something you flip the switch on/off.
Emotionally secure salespeople are truly original. They are creative thinking, genuine, sincere, thoughtful and just plain ole give a rip.
Selling from the Heart professionals push the boundaries of conventional sales methods.
In working with their clients, these professionals encourage creativity, openness and mutual involvement. In turn, this provides the freedom to innovate inside various layers within their client base, yielding trust, confidence and cohesion.
Leading this lifestyle means you're carrying yourself with purpose, personal accountability, and a deep commitment to do what's right.
Integrity filled selling keeps you at the top!
GET YOUR HEART RIGHT, GETS YOUR SALES RIGHT
“Sometimes the heart sees what is invisible to the eye.”
H. Jackson Brown, Jr.
What do your clients see when they look into your eyes?
To sell from the heart, your heart must be right.
Simply stated... hurt people hurt more people, confused people just confuse more people.
Here lies the conundrum... when many in sales come from a selfish point of view, they can never sell from the heart.
"Do nothing out of selfish ambition or vain conceit, but in humility consider others better than yourselves. Each of you should look not only to your own interests, but also to the interests of others”
Philippians 2:3-4
A selfish-hearted rep is someone who thinks first and foremost of self. They are consumed by self-consideration. They only find satisfaction when their needs are placed at the front of the quota attaining line.
When salespeople lead with the wallet and not the heart, it comes across immediately in their body language, voice, and facial expressions.
When this self-interest becomes extreme and overrides the consideration of others (think about your clients), it will ultimately lead to negative outcomes, strained relationships and inconsistent sales.
Sowing the heartfelt seeds of your clients by building harmonious relationships, will reap you sales results beyond your wildest imagination.
Leading with the wallet causes commission breath!
Hear me out on this one... you must come at this from a pure place. If not, you will eventually get called out on the carpet as being an empty suit and rightfully so.
Isn't the goal to help your clients function better, do their job better, and to build long term relationships?
If you can agree to this, then you must get your heart in the right place.
HEARTFELT SERVING DRIVES CLIENT CONNECTION
“Rule with the heart of a servant. Serve with the heart of a king.”
Bill Johnson
Who are you honoring and serving? Stop and reflect on that one for a moment.
It's hard to honor and serve with a selfish heart. Therefore, the heart rules when connecting.
If you're not bringing your heart to what you do, if you cannot get passionate about leading where you are, then I must ask you... Why are you in sales? Is this the right place for you?
If you want to build meaningful and purposeful relationships with your clients, then you must connect at the heart level.
Vulnerability becomes your strength. It allows you to connect with your clients authentically, empathetically and with compassion.
Your heart matters the most. Your words, your messaging and your actions create a signal that you really do care about your clients. You see them for who they really are, and not a means to quota attainment.
If salespeople talk the talk, they must walk the walk!
Those salespeople who can inspire others through kindness, flexibility, support and empowerment, connect in ways that many in sales become envious of.
These heartfelt professionals always have something uplifting to say. They make their clients feel comfortable around them. They make them feel secure enough to open up with their business concerns and issues.
When you treat your clients with compassion and truly give a rip about them, they will never forget you.
SOFT SKILLS ARE THE REAL SKILLS
I find this fascinating and quite interesting... many and I mean many salespeople will stress the importance of their client relationships and the impact this has on their sales results... SO... the question becomes... what are you doing to strengthen, enhance and grow your people and relational skillset?
Leading a heart healthy lifestyle is all about people and relational skills. It's the behaviors you use when interacting with other people.
This my sales friends becomes the missing link to your doubling your sales results.
I believe committing to working with your head, heart and hands will create unbreakable bonds with your clients.
You will soon notice:
- An improvement in client engagement
- Innovative ideas flowing between you and your clients
- A collaborative client community based upon trust and loyalty
- Improved client retention, referrals and bottom-line sales results
- Long-term and stable partnerships
Working with your head, heart, and hands is a continuous journey. This requires ongoing self-improvement, learning, and adaptability to meet the evolving needs of your clients.
By integrating these three elements, you establish strong connections and cultivate meaningful relationships, withstanding challenges and the test of time.
Maya Angelou brings this home,
"If you find it in your heart to care for somebody else, you will have succeeded."
Care, compassion and heart is what will drive incremental and monumental sales results. And isn't this what you want?
Joanne discusses the importance of referral selling. She shares her insights on how salespeople can build and leverage their referral networks to create a sustainable and successful sales career. She also emphasizes the need for authenticity in sales and the importance of putting the client first.
HIGHLIGHT QUOTES
The importance of asking for referrals - Joanne: "Because as salespeople we have the relationships and when we've closed a deal, we've talked to more than one person. Typically, yes, right. And we know when we've clicked with people, it's not everybody, but I imagine there must be three or four people that we've connected with during the buying process. All those people we can ask and they're glad to help, they just don't know what to do."
Connect with Joanne and check her work in the links below:
LinkedIn: https://lnkd.in/exNMs3z3
No More Cold Calling: https://lnkd.in/ewsZyMwW
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