“No one has ever become poor by giving.”
Anne Frank
According to Wharton Professor Adam Grant in his book Give and Take, there are three types of people in the world when it comes to reciprocity styles: givers, takers, and matchers.
What do believe is necessary within the sales world?
Grant’s perspective,
"In a world where we often work in teams and provide services to others, we should strive to adopt a giver mentality. Givers are more successful because they establish reputations and relationships that enhance their success over the long term."
Can a giver of heart succeed in a sales world riddled with unscrupulous, fake, and disingenuous people!
Is giving, the secret to long term sales success?
“The reason I’ve been able to be so financially successful is my focus has never, ever for one minute been money”
Oprah Winfrey
So many within the sales community focus on the almighty dollar. Ask a group of salespeople, why they got into sales and often times you'll hear "for the money".
For the record, I'm all for making money. It allows us to feed our needs, wants and provides for our family. Making money isn’t evil, nor is being wealthy. The evil happens when you place your commissions before people and their visions.
Selling From the Heart professionals lead with heart, dignity and pride; not their wallets.
Here's something to chew on... How are you building trust and relational commitments with your clients?
STARTS WITH HEART
I believe your ability to succeed as a sales professional becomes crippled when there's an unbalanced connection with your heart. Embracing a heart-centered approach to sales rests with your ability to stop, look inward, and reflect upon the course of action you know is the right one, rather than succumbing to external pressures and misaligned sales tactics.
Those who lead with their heart and not just their wallet are able to connect with the emotional needs of their clients and prospects. They understand people have the need to be valued, respected, heard and acknowledged.
By acknowledging and not forgetting the human element, heart-centered professionals maintain the wisdom to positively transform their clients business by helping them to do better business, a profitable one.
"A Selling From the Heart sales professional seeks first to be understood as they turn transactional sales opportunities into transformational experiences."
A GIVING MINDSET
Adopt a giving mindset and your sales world will shift. This all goes back to the golden rule of treating others how you'd like to be treated. You must GIVE in order to GET.
I believe sales is about the art of the help. Focus on helping others. Help others achieve what you have. Help your fellow team members, help potential clients, help your current clients, and most of all... help people in your community.
What's inside your heart that in turn you can give to your clients and prospects?
The more you give of yourself the more you find yourself
GIVING WITH HEART
Giving of your heart is not a sign of weakness. This especially holds true within the sales world. True power resides with listening to your 'gut' and finding it within your heart by making a commitment to clear all that stands in the way of a heartfelt connection.
Giving of your knowledge is not a sign of weakness. Focus on how you can help your clients and prospects. Share your knowledge, your insights and what you can do for others rather than for yourself. I guarantee no one likes a know-it all, self-centered and stereo-typical sales rep... This does not build followership.
Givers of heart align themselves in the direction of their clients and prospects, looking at giving more than they get. They're completely focused on helping. Givers commit to sharing their time, energy, knowledge, skills, ideas and connections with other people who can benefit from them.
Heartfelt professionals focus on making a real difference while having a positive impact on others.
CARING WITH HEART
Caring is deeply rooted in fulfilling relationships. Apply caring to your clients and watch what happens to your relationships. We're humans and crave a sense of belonging.
"It’s fine to not care about what doesn’t matter — as long as you do care about what does."
I promise, your clients are asking so much more of you than they ever have before. They're holding you to a higher degree of accountability. If you fail to nourish and continually bring value, I flat guarantee somebody else will eagerly step right in. This is why those that lead with the heart and not the wallet will win in the long run.
One of the best ways to ensure clients feel valued and appreciated is giving them they gift of caring.
Caring for your clients is not hard. It's looking them in eye and saying, "I'll be here for you at all times. I have your best interest at heart."
Deeply invest and authentically care about the experiences your clients have with you and your brand, then watch your relationships skyrocket.
GIVERS ESTABLISH HUMAN ENGAGEMENT
Heartfelt givers establish reputations and rock-solid relationships enhancing their success over the long term. Their human approach to relationships builds trust, encourages open conversation, and creates value for their clients rather than simply claiming value. A giving approach may not be fruitful in the short term, but I will tell you this... it’s incredibly valuable and powerful in the long run.
"From a relationship perspective, givers build deeper and broader connections."
Adam Grant
Givers engage through heartfelt questions. This shows their clients they care about their interests. The end result, their clients feel respected, feeling more comfortable sharing information.
By asking engaging questions, givers are learning what their client's value, Adam Grant states, “By asking questions and getting to know their customers, givers build trust and gain knowledge about their customers’ needs. Over time, this makes them better and better at selling.”
I will leave you all with this...
A Giver is always trying to figure out what they can do for others. “How can I be of help?”
A Taker is always trying to figure out how to gain something from the situation.
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! It's about understanding value before visibility.
Selling From the Heart is making a difference! I poured my heart into every page of this book and I think you're going to love it. You can find it on Amazon in paperback and Kindle. You can click on the book image below and this will take you to Amazon.
You can find more material inside Selling From The Heart.
In a world full of empty suits, I'm passionate about helping sales reps succeed by getting valuable before they get visible. I help sales teams understand the true value they bring to the market.
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 and on my podcast by clicking on Selling from the Heart.
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