see attached file

Hacked!

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-=Stay Safe=-

Mark Twain was never at a loss for words, as he once said,

"A man's character may be learned from the adjectives which he habitually uses in conversation."

How would people describe your conversations?

What words would they use?

Furthermore, what adjectives would they use?

Conversations become the catalyst to deeper connections, fresh ideas, and a better understanding of your clients' business world.

When you have the courage to move beyond small talk and explore issues at deeper levels, you will grow from the experience.

According to research published by the American Psychological Association,

"People benefit from deep and meaningful conversations that help us forge connections with one another, but we often stick to small talk with strangers because we underestimate how much others are interested in our lives and wrongly believe that deeper conversations will be more awkward and less enjoyable than they actually are."

From the boosting of one's confidence to elevating one's self-expression, meaningful conversations enhance relationships and will grow your sales.

In addition, conversations help to get you on the same page, as you explore different points of view and air your thoughts so you can each be heard.

Tough conversations are a journey.

On a scale of 1-10, how would you rate the conversation and communication with your clients?

Without meaningful and rich conversations, where do you believe the relationship sits with your clients?

You never know when one conversation will lead to exponential sales growth.

The way you open conversations, carry on conversations, and strengthen conversations has a direct impact on what happens next.

The direction of those conversations along with the intentionality behind them; all will have a direct bearing on your sales opportunities, referrals, cross-selling, relationship building, and your prospecting success.

Have meaningful, deep and genuine conversations become a lost sales art?

Now, let's look at this through a different lens... Conversations are the strongest sales tool salespeople have to effectively build C-level and executive level credibility.

Conversations build relationships and relationships build sustainable business with executives.

Here's something for all of you to think about... How comfortable are you making people feel about you, so in turn they become comfortable enough sharing their uncomfortable business concerns?

A meaningful conversation is a business adventure into the unknown. This is where you allow the conversation to flow, unscripted, not guarded and you welcome in what you uncover.

This is where new possibilities and opportunities to help await you.

Conversations are organic, sometime a bit chaotic and not scripted.

I would like for you to think about the conversations you're having and now ask yourself... Is there any substance behind my communication that's helping me to uncover more than I anticipated?

Are you paying close attention to what excites your clients?

Are you paying even closer attention to what excites senior level executives?

Do you ever notice how their eyes light up as well as the emotion in their voice when they say certain things?

If you answered no, then I encourage you to start paying attention. What you will start to uncover is pure gold and relational betterment.

EARN THE RIGHT TO HAVE CONVERSATIONS

Are you worthy of having a conversation with an executive?

Do you believe in yourself to engage in conversation with senior level executives?

To consistently engage with executives, I believe it's the combination of confidence, communication, high doses of business acumen and value articulation, all while showcasing Selling From the Heart.

It’s about engaging in and driving conversation like an executive. The best way to speak to and with executives is to speak their language.

This my friends is the wholly sales grail.

Projecting and portraying an executive presence, combined with the way you deliver your message, will cause executives to take notice.

MEANINGFUL CONVERSATIONS GAIN YOU ACCESS

Are you brave enough to start conversations that matter?

Are you having breakthrough moments with your conversations?

And why this quote from Margery Wilson drives home the conversational point,

"Conversation is much like a tennis game except that in tennis you try to put the ball in the most difficult position for the one who must hit it while in conversation you must try to put it where it will be easy to hit."

If you expect to get a seat at the business table, then you must be prepared to bring meaningful, rich and deep conversations to the forefront or face the door being closed in front of you.

• Eight out of 10 executive buyers say the sales meetings they take are a waste of time, according to Forrester Research. And while salespeople claim their meeting preparedness merits a “B” grade on average, C-level buyers rate them an “F”!
• It’s no wonder – salespeople don’t demonstrate knowledge of their buyer’s business (according to 75% of executives), nor do they present solutions that address specific issues buyers face (per 77% of executives), also according to Forrester.

For the most part, people enjoy having conversations with people they perceive as having similar characteristics, challenges, and experiences to them.

This is why I believe to engage in C-level, executive type conversations on a more consistent basis, you must walk, talk, live, breathe and look like an executive worthy of a conversation.

If you wish to sit with executive leaders, you need to learn, consume and mirror their characteristics.

If you want to achieve equal business stature with executives, then you should strive to be someone they think has their best interest at heart for their company.

Now granted, not all sales require C-level or executive access. However, engaging at this level is critical if your goals are to build strategic relationships, be perceived as a trusted professional and to differentiate yourself from the competition.

Do you have what it takes to gain a seat at the table?

Reflect upon the following quote from Marc Miller, the author of "A Seat at The Table",

"In today's commoditized business world, customers only care about one thing: value. To offer real value you must stop being a salesperson and become a businessperson who sells."

ARE YOU HAVING MEANINGFUL CONVERSATIONS?

The quality of conversations you have will ultimately make the difference between poor collaboration, average collaboration or excellent collaboration.

Through meaningful conversations, you could co-create, collaborate and confirm your understandings as you seek solutions to help executives do better business.

A meaningful conversation creates bonds of trust that build agreeable and collective consensus.

Meaningful conversations yield meaningful action.

A conversation becomes more meaningful when:

• You are willing and able to detach yourself of our own ideas as you offer them to the other person with an open mind as to what will happen next.
• You are expanding on things the other person has said.
• Speaking time is fairly distributed among all parties.
• You ask questions to understand each other better.
• You're able to "read the room" to find out what the mood might be and raise awareness to it if necessary.

Weak conversational skills yield you inconsistent sales results.

Having a meaningful conversation carries within it the intention to leave behind something of value.

So here sits the question... What types of valuable conversations are you having?

REAL MEANINGFUL CONVERSATIONS DRIVE REVENUE

Conversations are the most powerful tool you have at your disposal.

Are your conversations filled with business substance or just plain old sales jargon?

Meaningful conversations drive meaningful revenue.

Consistently engaging in meaningful conversations builds trust with executive decision makers.

Consistently engaging in meaningful conversations and demonstrating trustworthiness can lead to a positive reputation amongst executives.

When others hear about your trustworthiness from multiple executives, it can reinforce their trust in you.

Let's all rise-up and unite in how you connect with senior level executives to encourage healthy and meaningful conversations.

If you have followed me for any length of time, you know I'm a huge Craig Groeschel fan.

In a recent social post of his, he shared 3 questions to ask yourself before you communicate, and they are:

1. What do I want them to know?
2. What do I want them to feel?
3. What do I want them to do?

Here's what I ask all of you to think about.... Would you agree that if you mentally ran these three questions through your mind prior to conversations with executives, do you feel your conversations would take on more meaning?

I will leave you with this... imagine for a moment connecting with real meaningful conversations with senior level executives, thinking together for business betterment, as you envision where all this exponential sales growth will take you?

In this episode of Selling From the Heart , we are are joined by John D. Hanson , a customer service expert and author of the book "Winning Secrets: How a Dictionary and a Ruler Can Change Your Life."

He is known for his commitment to excellence in communication, responsiveness, and adding value to clients. John joins us to discuss the concept of Selling From The Heart and the key principles outlined in his upcoming book, "Winning Secrets."

He emphasizes the importance of building trust with customers by genuinely caring about their needs and providing value. John introduces the idea of using a dictionary and a ruler to redefine success and measure progress. He encourages celebrating both successes and failures as learning opportunities and highlights the significance of preparation and continuous improvement in sales.

KEY TAKEAWAYS

Building trust with customers requires genuine curiosity and a commitment to understanding their needs. Success is not a one-time event but a continuous journey of progress and improvement.

Celebrating failures as learning experiences can lead to growth and innovation. Preparation is key to handling success and maintaining high-quality service.

Continuous improvement and a mindset of gratitude are essential for long-term success in sales.

HIGHLIGHT QUOTES

"The ability to earn trust and keep it is by learning their world, getting in their shoes, and genuinely caring about them." - John Hanson

"Success is not a one-time event. It's a continuous journey of progress and improvement." - John Hanson

"The opposite of winning in life is not failure. It's giving up, not trying at all." - John Hanson

"Celebrate progress and failures as learning opportunities to fuel growth and innovation." - John Hanson

"Preparation is the biggest part of winning. How are you preparing for the success that's ahead?" - John Hanson

Learn more about John Hanson: LinkedIn: https://www.linkedin.com/in/john-d-ha...

Learn more about Darrell and Larry:

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/

Larry's LinkedIn: https://www.linkedin.com/in/larrylevi...

Website: https://www.sellingfromtheheart.net/

Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.

Please visit BarnesandNobles.com to order your copy of the rerelease of the Selling from the Heart book. https://www.barnesandnoble.com/w/sell...

SUBSCRIBE to our YOUTUBE CHANNEL!    / sellingfromtheheart 

Please visit WHY INSTITUTE: https://whyinstitute.com/

Please go to WORK BETTER NOW: https://www.workbetternow.com/

Click for your Daily Dose of Inspiration: https://www.sellingfromtheheart.net/d...

Check out the 2023 Authentic Selling Challenge: https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here: https://www.sellingfromtheheart.net/f...

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I posted this blog ten year ago, thus I thought it would be a good re-post going into the long weekend!  For those of us in the USA, have  a great Labor Day Weekend!

Selling Office Technology "First Contact"

A Star Trek flick from 1996 had the crew of the Enterprise travel back in time to undermine the Borg attempt to stop Earthlings from making "First Contact" with the Vulcans.

The last few days I've been busy on the phone prospecting for net new accounts, new opportunities, new upgrades and what else but initiating "first contact".

It seems every year it gets somewhat tougher to get a hold of our decision makers.  For those of us that consider ourselves Professional Prospectors we get used to these types of responses when we know who the decision maker is.

"Sorry so and so just left for lunch", "He or She just stepped out", "So and so is on the phone right now", "He or she is busy", "We're not interested", "So and so just stepped into a meeting", "she just went to lunch (it's 4PM!!!)" and the list goes on and on.

So what are we to do, well as one Print4Pay Hotel member stated many years ago, that we need to be "smarter than the average bear". We've all heard these before but here's a few bullets for a refresher:

• Vary the time that you call on that account
• Call from your cell phone
• Call early in the AM before 8AM
• Call late in the afternoon 4-6PM
• Call on a Saturday
• Call on another employee in the company and ask to be transferred to the person that takes care of the office equipment
• Send an in-mail via Linkedin
• Tag the decision maker in an article that you posted on a social media (Linkedin is best)
• Spend a few bucks and ship them a small gift (coffee, tea, gift certificate, Masters Gold Pin Flags (special thanks to @Larry Kirsch for this one)
  • With this one, make sure you research the DM and find that special something that will grab their attention

It used to be that on-site cold calling to work well, however at least here in the NY metro area it's hard to gain access to buildings since 9/11.  Doors are locked, security cameras are in place and sales people are left other means to find out who the DM is.  By the way, why is it that when you make the call and ask who the DM is, it's seems like you're sentencing that person to ten or twenty lashes??

One such person got so nasty with me when I asked for the name of the DM.  I really was on my best behavior, however I ended up telling her that I wished a camel would walk through her bed at night. It just came out....I should have been more professional, yup... however sometimes you get so fed up.  We're just trying to do our job and feed our families. I also understand that the gatekeepers are also doing their job.  But, can't we be nice about it?

The web is a wonderful place and I've found creative ways to seek out those first contacts when the gatekeeper does not want to give any information.

Below is a few of resources I use on the web, if you'd like to know how I use each one to my advantage then send me an email, become a member of the p4photel.

Manta

Linkedin

Contact Us

Box Approach

Google

Avention

-=Good Selling=-

For decades, office printer services have had one primary focus, selling products. Toner, ink, and paper were the main commodities. But the introduction of the world-wide-web has forever changed that business model.

The World Goes Digital

Today, printer services deal with a decreasing demand for print as more companies work toward a lofty (and arguably unattainable) “paperless workplace” goal. Organizations are eschewing faxes and scanning for software like DocuSign, Evernote, and Google Drive. These businesses encourage saving essential emails to PDF rather than printing them out and storing them in physical files.

But, it’s more than just a move toward paperless offices. It is human behavior. We are being trained more and more to “buy online.” The impetus being that we can get it more conveniently. And, perhaps more importantly, we can compare multiple prices. The goal, of course, is to source things cheaper. These businesses want to save money. That drive to reduce costs means printing services providers must contend with big-name online stores like Amazon, Newegg, and eBay for everything from paper to ink and even cartridge recycling.

Changing The Narrative

It might be time to rethink your business model. Printer services are so much more than an ink and toner dealer. They offer a wide range of additional benefits, including high-volume, networkable printers, maintenance, service, and, yes, the consumables required to keep things running.

So, what is stopping Managed Print Services (MPS) from emphasizing the “service” over the consumable? Over half (61%) of printer services companies say they are having difficulty making this move, possibly because it feels almost like a bate and switch.

In a product sales model, your view and the client’s view of the sale are the same. They are purchasing a product (ink, toner, paper, printers, and maintenance contract) for which you will charge them.

When you sell MPS as a service, the conversation with the client and internally is from two completely different angles. What you are selling and charging for is the convenience of printer placement, operation, maintenance, and provision of consumables.

Essentially, the move to “service” versus “product” is all about mindset. It’s no longer about what you can physically sell the customer. Instead, it’s how the things you traditionally sold can be put together to resolve problems your customers are facing.

Taking The First Steps

The first move to make when you begin to transition from product sales to a service organization is to outline your approach. Some key questions that can help you get started include:

• What are your clients’ goals when it comes to printing? Are they seeking to limit their print volumes, expand to multiple offices, cut costs, or lower their office footprint?
• Would your customer spend to handle print services on their own?
• Are there any “hidden costs” associated with print management, such as cybersecurity, etc.?
• What are issues your MPS regularly encounters that customers might not know how to handle?
• What other problems can your specific products and services help address? Energy use? Recycling? Division of labor? Use of physical space? Paper usage?

The goal is to figure out exactly what problems your current clients and target audience have that your business can solve. Things like cutting back-office costs, better cybersecurity, and preparing for hybrid and remote-work organizations are areas in which MPS providers can provide unique solutions and help businesses thrive. Managed print services also have better knowledge and access to printing solutions that help reduce office footprint, focus on internal networking, and more longevity.

Bundling Service Packages

Once you have a strategy in mind, it’s time to build out “service packages” and “service add-ons.” These bundles should cover the costs they would incur to your business. However, website wording and promotional materials should focus on highlighting the benefits and estimated savings of partnering with an MPS.

Businesses using systems like PowerMPS, for instance, could talk about printer performance reporting, predictive or subscription consumables reordering, and online service and maintenance requests. All of these options services help partners target specific pains within their business, such as:

• Reducing wasteful printing.
• Decreasing spend on ink, toner, and paper.
• Reducing inventory space needed for printing consumables.
• Improving service and maintenance response times.

Other standard perks could include friendly online or phone-call trouble-shooting, ink and toner recycling, or additional data-driven cost savings recommendations. But, don’t forget how the world is becoming ever more enamored of self-service portals, mobile applications, and 24/7 access. In addition, the majority (81% ) of print service companies expect to see demand for cloud-based print management grow in the next few years. Therefore, investing in a customized website and customer portal for faster and always available access to ordering, service, and bonus features is highly recommended.

As the world becomes more and more digital, MPS businesses cannot begin their journey from product to service too soon. So, whether your organization is struggling with the transition or just getting started, remember to start where your sales team has always begun – talking to current and potential customers. Their needs, problems, and stories are the perfect foundation for building your future in printing services.

Learn more about Power MPS

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As we get started, reflect upon this quote from A.J. McLean,

"You have to become comfortable in the uncomfortableness."

Are you willing to change your relationship with change?

Are you willing to strive to find ease or familiarity in situations that might initially feel uncomfortable (like learning how to consistently prospect again)?

In today’s world, you can’t run away from change. Everything is in a constant state of flux.

Allow me to set the stage... Settling, complacency, contentment, relaxation, peacefulness; it's out there right now hiding in the closet of many sales departments.

Lurking in the dark shadows of success and camouflaged where one least expects to find it, there's a great balancing act of excuses.

It's the silent business killer, ambushing and striking salespeople without warning.

It can bring even the biggest and brightest to their knees. What's this hidden terror? Becoming comfortable.

It can happen to you. It strikes with extreme precision. It happens, so please don't kid yourself.

Becoming comfortable is a ruthless disease. It doesn't care how long you've been in sales or what day of the week it is. It cares only of the cold, timid and weak-minded.

Truth be told, while many of you seem content on getting by and blending in with all the other empty salespeople, a true sales professional is not. They have meticulously rewritten the sales playbook.

Calvin Coolidge once said,

“All growth depends upon activity. There is no development physically or intellectually without effort, and effort means work.”

Just for a moment, I ask you to think back to your childhood... You embraced learning, correct? You embraced change, correct? You figured out the things that allowed you to grow.

So... Why as adults do many find it difficult to embrace change?

Why do so many in sales take the road most traveled?

Why are so many in sales seeking out the "sales success magic pill", instead of just doing the work?

What many fail to realize is throughout our lives we will continue to have growing pains, whether they be emotional, mental or spiritual, there will always be forms of discomfort.

However, as we get older, this discomfort now becomes our choice. We can avoid it, endure it, or embrace it.

Let's face it, our brains are hardwired to avoid pain, we often choose to avoid discomforts rather than embrace them. This results in our personal and professional growth becoming stunted.

You can either be comfortable and stagnate or stretch yourself to become uncomfortable and grow.

Discomfort is a stimulant for growth. It forces you to change, stretch, and adapt. In an ever-changing business world, I encourage you to embrace discomfort.

Become purposeful about doing things to push yourself outside of your limits.

Difficulty helps you to grow, and this is what sales professionals do better than sales reps.

If you desire long-term success and sustainability, you must stop avoiding the hard stuff.

To become more means you must create new perspectives, acquire new skills and push the boundaries.

Learning to become comfortable with discomfort is one of the most important skills you can ever have to live a truly fulfilling personal and professional life.

Repetition fuels growth and expands your comfort boundaries.

How many things you once deemed uncomfortable, you now accept without giving it much thought?

Have you become too comfortable to be pushed or you feel you can't be bothered to make the necessary change to improve?

I love this quote courtesy of Craig Groeschel,

"If you change your behavior but do not change your heart, the behavior will come back."

What's in your heart when it comes to change? Are you willing to do the work?

HAS BECOMING TOO COMFORTABLE BECOME A SALES CRISIS?

"If you'll not settle for anything less than your best, you will be amazed at what you can accomplish in your lives."

Vince Lombardi

The question I have for all you... What are you willing to do to become a better salesperson?

I thoroughly enjoyed reading Michael Easter's book, "The Comfort Crisis, Embrace Discomfort To Reclaim Your Wild, Happy, Healthy Self"

Early in the book, Michael says,

"Most people today rarely step outside their comfort zones. We are living progressively sheltered, sterile, temperature-controlled, overfed, under-challenged, safety-netted lives."

Let's unpack this quote as we tie this right back to sales...

How many salespeople are living progressively sheltered lives as they are being overfed lead after lead, being under-challenged and coddled by their managers inside their safety-netted environments?

Have managers become just as comfortable as salespeople? I will leave this one for your imagination.

When it comes to comfort, Michael Easter went on to say,

"Today's comfort is tomorrow's discomfort. This leads to a new level of what's consider comfortable."

Let's think together for a moment... The things you've accumulated up to this point in your life fit quite nicely into your comfort zone. The car you drive, the home you live in, and the income you make. You've already acquired it, so you don’t need to stretch your zone to make it a reality.

Isn't it safe to say you would like to make more money this year then you did last year?

If the answer is yes, then would you agree you must work harder and smarter?

Would you also agree, you must acquire new skills and knowledge to make this happen?

What got you to where you're at will not keep you where you're at, plain and simple.

Before we move on, allow me to introduce you to the law of comfortability.

It states, when you surround yourself with empty suits, harbor average thoughts, settle for average results, and point fingers everywhere, this all leads to an ordinary, empty sales life full of mediocre existence.

What are you willing to put yourself through to become a better salesperson?

Are you willing to break out of your comfort zone in a world that is rapidly changing day by day by day?

BECOME COMFORTABLE BEING HONEST WITH YOURSELF

Thomas Jefferson once said,

"Honesty is the first chapter in the book of wisdom."

Becoming honest with yourself allows you to acknowledge your limitations, confront your flaws, and seek knowledge with humility.

Are you willing to commit to truthfulness?

Honesty is a huge part of embracing change. I encourage you to become radically honest with yourself. In chapter 2 of Selling from the Heart, I write about sales chaos.

Have you allowed turmoil to weave its web inside your sales career? Has chaos kept you from seeking the truth?

If you're not honest with yourself then how can you expect to learn and grow?

When you're dishonest with yourself, you choose to see what you want to see and you brush off, ignoring what you don’t want to see. This may provide you short-term happiness but, in the end, it becomes unhealthy, destructive, and screws with your mind.

Becoming comfortable with being uncomfortable is what radical self-honesty is built upon.

I encourage you to think about this one...

How can you become radically self-honest if you struggle to deal with any discomfort in your sales life? You can’t and you're only fooling yourself.

In this hyper-competitive world of sales, those who are willing to take risks, step out of their comfort zone and create some discomfort for themselves will be those who reap the biggest rewards.

Are you one of them?

HONESTY REQUIRES PRACTICE

Becoming radically honest with yourself requires you to become vulnerable.

Are you willing to become vulnerable and accountable to yourself?

If you’re consistently nurturing your mindset, you will build up a tolerance against negative thoughts, procrastination, self-doubt, and insecurities.

This helps you to break the stranglehold of comfort.

Becoming radically honest with yourself can be painful but massively rewarding.

When honesty collides with your willingness to change, there's no stopping your growth.

I encourage you to build confidence in your abilities. I challenge you to get radically honest and hold yourself accountable.

1. Seek to become an expert in your field of work
2. Constantly crave feedback on YOU
3. Set goals and create a business plan
4. Never ever stop learning
5. Seek out a coach or mentor

If you want something in life or in sales that you have never had, you will have to do something that you have never done.

DON'T SETTLE FOR COMFORTABLENESS

John C. Maxwell once said:

“People are like rubber bands, they are most effective when they are stretched.”

Are you willing to stretch yourself out of your comfort zone?

If so, imagine...

• The new sales doors you could you open
• The new sales opportunities you could you experience
• The new relationships you could develop

How would all of this make you feel?

Are you willing to take massive action?

SALES PROFESSIONALS ARE NEVER COMFORTABLE

A true sales professional is always sales hungry. They are life-long learners.

Sales professionals are educators. You can't become an educator without being a student first.

You must gain a thirst for new knowledge. You must stay up to date on new developments, always looking for trends and changes before they happen.

Getting uncomfortable, it's okay. Show up every day and be present. Sit with the discomfort.

To quote Craig Groeschel,

"You can make excuses or you can make progress but you can't make both."

Acknowledge discomfort. Shake hands with it, get used to it, and welcome it on the journey to better yourself.

It's often in these moments of challenge that we have the opportunity to learn about ourselves, our limits, and our potential for growth.

Everyone's journey is unique and different. What works for one person may not work the same way for another.

It's important to approach discomfort with self-awareness, a supportive mindset, a willingness to adapt your approach if needed and a tight inner circle to guide you.

It becomes impossible to grow if you're constantly carrying your own dead sales weight of years past.

Way too many of you are living in yesteryear. You will consistently struggle with the mentality of "that's the way I've always done it."

As we bring our time together to a close, I ask you to think about the following questions...

• Am I reaching my sales potential?
• How do I rise up and rise to the top in sales?
• What will I commit to doing today which will enable me to grow and flourish tomorrow?

Comfort will always stunt your sales growth.

In this episode of Selling From the Heart, we are joined by Hannah Austin, author of "Hello, Head, Meet Heart." Hannah shares her experience with burnout and discusses the importance of aligning the head and heart to avoid burnout.

She emphasizes the need for self-reflection and self-awareness and provides practical tips for recognizing and addressing burnout.

Hannah also highlights the power of connection and community in overcoming burnout and finding fulfillment in both personal and professional life.

KEY TAKEAWAYS

Burnout can be caused by untapped talent or creativity. Recognize the signs of burnout, such as cynicism, checking out, anger, and fatigue. Journaling and self-reflection can help identify energy levels and areas of fulfillment.

Connect your head and heart by engaging in activities that bring you joy and fuel your creativity. Share your experiences and seek support from others to overcome burnout.

HIGHLIGHT QUOTES "You are not alone. Reach out to those people and share with people what you're going through." - Hannah Austin "Be who you are at work and at home, be that same person and connect your head and your heart." -

Hannah Austin Learn more about Hannah Austin:

LinkedIn: https://lnkd.in/ee4MaVAC

Hello, Head, Meet Heart Book: https://lnkd.in/eS2NKw5S

Learn more about Darrell and Larry:

Darrell's LinkedIn: https://lnkd.in/dysZHTyE

Larry's LinkedIn: https://lnkd.in/d6hVD3Cy

Website: https://lnkd.in/dZX8cZj

Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.

Please visit BarnesandNobles.com to order your copy of the rerelease of the Selling from the Heart book. ( https://lnkd.in/eUcUz5Mu)

SUBSCRIBE to our YOUTUBE CHANNEL! https://lnkd.in/eXZfTbdw

Please visit WHY INSTITUTE: https://lnkd.in/e9r5AP9h

Please go to WORK BETTER NOW: https://lnkd.in/dR24V6V2

Click for your Daily Dose of Inspiration: https://lnkd.in/eMauzJ8

Check out the 2023 Authentic Selling Challenge: https://lnkd.in/dMfwv9_A

Get your Insiders Group FREE PASS here: https://lnkd.in/ewPsZmU9