“One must never let the fire go out in one’s soul, but keep it burning.”
Vincent van Gogh
This quote brings to light the importance of maintaining passion, enthusiasm, and a sense of purpose in life.
Keeping the fire in your soul alive means nurturing your dreams, staying motivated, and continually seeking personal growth and fulfillment.
Allow this quote to be a constant reminder to stay committed to what inspires you and to keep pushing forward, even when faced with challenges.
One of the greatest gifts we have is our ability to choose how to live our life. I'm a firm believer that living with purpose matters.
Merriam-Webster defines purpose as the reason for which something exists or is done, made, used, etc.
The question I have for all of you...
- What's your purpose?
As humans, we're hard-wired to seek out meaning and purpose in our lives. Nowhere is this ever so important than in sales, as this is where we spend much of our waking hours.
“The purpose of life is a life of purpose.”
Robert Byrne
Living with a sense of purpose is what gives life meaning. Therefore, having clear goals, intentions, and reasons for your actions can lead to a fulfilling and meaningful existence.
Purpose, it's about discovering what drives you and making that the focus of your life.
A heartfelt sales professional thrives on being a part of a purpose. This is what lights their fire.
It's about becoming part of something that really matters, something that really makes a difference to the lives of their clients and future clients.
This might be your first mirror moment:
- What's in your heart?
- What's lighting your fire?
The heart is powerful. It maintains life and connects us to our true selves. Our instinct to be, to desire and to do things is often driven from a pure place in our heart and the inner part of who we are.
This perspective stresses the idea that our true motivations and instincts should come from a deep, authentic place within us. When we listen to our hearts, we connect with our genuine desires and intentions. This leads to actions that are aligned with who we truly are.
This is a beautiful reminder of the importance of staying true to oneself and recognizing the deep, inner drives that shape our lives.
Do you find this resonates with your own experiences or your beliefs?
In chapter 6 of Selling from the Heart, I speak to Servant Led Sales Leadership. In a business world where many in sales are unfortunately viewed with negativity, an authentic, real-deal approach is a breath of fresh air.
- A servant led professional has an authentic desire to serve.
- A servant led professional is all in.
- A servant led professional pours themselves into their clients.
The servant-leader is servant first… It begins with the natural feeling that one wants to serve, to serve first.”
Robert K. Greenleaf
As we continue our journey together, question for you... Are you focused on your needs or fulfilling your client's needs?
A purpose-driven sales professional understands their client's environments and goals on a greater level than that of quota-driven, commission-breathing sales reps.
In Philippians 2:3-4 TLB,
“Don’t be selfish; don’t live to make a good impression on others. Be humble, thinking of others as better than yourself. Don’t just think about your own affairs, but be interested in others, too, and in what they are doing.”
Imagine for a moment.... Instead of focusing on making a good impression, how about prioritize thinking of others and their needs, valuing them, and taking an active interest in their lives and actions?
The sales results would astound you.
THE 3 P'S HEARTFELT PROFESSIONALS LIVE BY
"Focusing on ourselves will never reveal our life's purpose."
Rick Warren
Instead of focusing solely on our own desires, needs, and experiences, this quote from Pastor Rick Warren stresses that our purpose is often found through connections with others, contributions to society, or engagement with larger causes.
By stepping outside of our self-centered perspectives, we can discover deeper meaning and fulfillment.
It's why those professionals who lead with their heart can connect with the emotional needs of their clients.
They understand people have the need to be valued, respected, heard and acknowledged.
By acknowledging and not forgetting the human element, they maintain the wisdom to positively transform their client's business by helping them to do better business, a profitable one.
Heartfelt professionals are driven by high standards and deep morals.
LIVE WITH A SENSE OF PURPOSE
Having a sense of purpose in your life is essential to your well-being. A sales professional continually searches and finds their sense of purpose as circumstances change.
Those with a sense of purpose in sales are passionate, they create change and they're committed. They're completely focused on serving first.
They ask themselves purposeful questions such as:
- What problems do my clients encounter? How can I help them solve them?
- How can I become more effective to better help my clients to succeed?
- How can I use my talents to be of greatest value to others?
Heartfelt sales professionals take massive action, and it starts with themselves
Living your life with purpose means actively making choices and decisions that align with your values, passions, and goals, rather than passively going through the motions or being swayed by external circumstances or expectations.
It involves:
- Self-Awareness: You must understand your strengths, weaknesses, values, and what truly matters to you.
- Intentionality: You must make conscious decisions that reflect your core values and long-term objectives.
- Goal Setting: You must set clear, achievable goals that guide your actions and decisions.
- Resilience and Adaptability: You must be committed to overcome obstacles and adapt to change while staying true to your purpose.
- Contribution: You must make a positive impact on others and the world around you.
A purpose fueled life means designing your roadmap that is meaningful and fulfilling to you, and consistently working towards becoming the person you want to be.
LIVE WITH A SENSE OF HEALTHY PRIDE
"There are two kinds of pride, both good and bad. 'Good pride' represents our dignity and self-respect. 'Bad pride' is the deadly sin of superiority that reeks of conceit and arrogance."
John C. Maxwell
Understanding this distinction can help you cultivate a balanced sense of pride that fosters self-confidence without tipping into conceit.
Healthy pride is the feeling of satisfaction that comes from achieving something through hard work and perseverance.
It’s about acknowledging and celebrating your efforts and accomplishments without belittling others or becoming self-absorbed. It’s a well-balanced emotion that includes a dose of humility and an appreciation for the role others may have played in our successes.
Sales professionals take pride in their work and it's extremely important to them. You can say it just comes naturally.
If your eyes do not light up when you talk about what you do, then think about finding something else to do!
If you don’t love what you do where you spend 8 hours per day and 5 days per week, then your long-term sales success is in danger.
I believe taking pride in your work is mission critical. This is one aspect that separates a sales rep from a sales professional. They invest in themselves and ensure this is visibly demonstrated.
Pride can be broken down to the following:
P - Personal
R - Responsibility
I - In
D- Delivering
E - Excellence
Hard to deliver and serve without pride for what you do.
LIVE WITH A PROACTIVE PLAN
"Living a reactive life means that you change when life forces you to. However, living a proactive life means that life changes when you force it to. The choice is yours!"
Alex Sanfilippo
Proactive professionals plan for and create the future. They are change creators not passive sales spectators.
- This planning helps them to overachieve.
- This planning increases their awareness within their marketplace.
- This planning has them involved and participating in community events.
- This planning has them obtaining referrals from current clients.
- This planning has them continually learning about their client's business.
This proactive plan includes nonnegotiable prospecting, focusing in on targeted accounts, executing client strategies and obtaining feedback to continuously improve their performance.
Personal accountability is the glue that ties commitment to results.
Please give some thought to the following:
When it comes to control and influence
Reactive: Life's events dictate your actions.
Proactive: Your actions influence and shape life's events.
When it comes to mindset
Reactive: Often involves a passive or defensive mindset.
Proactive: Involves an active and forward-thinking mindset.
When it comes to decision-making
Reactive: Decisions are often made in response to immediate issues.
Proactive: Decisions are made with long-term goals and values in mind.
When it comes to responsibility
Reactive: Less sense of personal responsibility for outcomes.
Proactive: Strong sense of personal responsibility for outcomes.
THE 3 P'S TO LIVING A FULFILLING LIFE
Life is too short. You deserve a career where you have a sense of purpose, healthy pride and a proactive plan.
Sales professionals don't leave it up to their company or their management team. They take the bull by the horns and take personal ownership and accountability for their growth.
It is up to you to define what you do with your sales career.
- Know what motivates you
- Find a mentor or a business coach
- Crave self-improvement
"If you believe in yourself and have dedication and pride - and never quit, you'll be a winner. The price of victory is high but so are the rewards."
Paul Bryant
Stephen Steers is a renowned consultant, keynote speaker, storyteller, stand-up comedian, and the author of "Superpower Storytelling." With experience advising over 750 companies across 30 countries, including industry giants like Google, Nike, HEC Paris Business School, and Entrepreneurs Organization, Stephen brings a wealth of knowledge and expertise to the table.
SHOW SUMMARY
In this engaging episode of the Selling From the Heart podcast, we are joined by Stephen Steers, the acclaimed author of "Superpower Storytelling." They delve into the pivotal role of authenticity and trust in sales, showcasing how storytelling can be a transformative tool for connecting with clients and prospects. Stephen offers practical insights and strategies for crafting emotionally compelling narratives that resonate with business audiences. He highlights the importance of understanding what’s at stake, the goals of prospects, the desired emotional responses, and actionable next steps. The discussion features real-world examples and actionable advice on overcoming common sales objections and structuring calls to maximize engagement and trust.
KEY TAKEAWAYS
Importance of Authenticity: Authenticity is essential for building trust with prospects. Genuine storytelling fosters emotional connections and credibility.
Four Essential Questions: Before telling any story, ask: What's at stake? What does your prospect want to learn or achieve? How do you want your prospects to feel? What do you want your prospects to do next?
Human Connection: Sales are fundamentally about human connections. Understanding your prospect's needs and emotions is key to crafting resonant stories.
Practice and Review: Regularly practice storytelling and review sales calls to refine your approach and enhance delivery.
Emotional Engagement: Use personal anecdotes and emotional hooks to make stories more relatable and impactful.
QUOTES
"Story is the language of the heart, and it's where trust is built and sustained." – Darrell Amy
"We're humans solving human problems in a business context. If I can't relate to you as a human first, almost 99 percent of the time, I don't care what you're selling." – Stephen Steers
"You're training people how to react to you by the way you carry yourself over and over again by treating people like a transaction." – Larry Levine
"A good story crafts the right type of emotion that gets a person into that emotional environment so they can receive the information you're ready to share." – Stephen Steers
"If you're going to hire me for my services, the story of your business is going to be way more effective, and you're going to be way happier with the way you're telling it to the people you serve." – Stephen Steers
Learn more about Stephen Steers:
LinkedIn: / stephen-steers
Learn more about Darrell and Larry:
Darrell's LinkedIn: / darrellamy
Larry's LinkedIn: / larrylevine1992
Website: https://www.sellingfromtheheart.net/
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