Build a Better Business Podcast

42 – Selling from the Heart | Larry Levine

 3 Key Points in this Episode:

  1. There are certain non-negotiable things that revolve around planning, preparing, and practicing that leads to success.
  2. Working hard and holding yourself personally accountable is part of the blueprint for success.
  3. Understand why you are doing what you are doing and know your values.

Show Notes:

 An Interesting Interview with a Great Entrepreneur (1:21)

Larry Levine is the co-founder of the Social Sales Academy, a podcast co-host, and author of the new book Selling from the Heart. With servant leadership, Larry brings enthusiasm, spirit, extreme focus, authenticity and dedication; supported by his understanding of what a day in the life of a sales professional is like. New business shouldn’t go to your competitors. Larry’s aspiration is to help you achieve your vision for yourself and become a heart-centered individual that sells more!

Find Your Blueprint (2:26)

There are certain non-negotiable things that Larry does that revolve around three words:

  • Planning
  • Preparing
  • Practicing

An example of this is consistently prospecting.

Remove Your Barriers (7:16)

Larry has spent his entire career in the office technology channel which was highly competitive, and he had to consistently overcome prospects expecting that Larry would not show up because of the high turnover in that industry. He overcame this barrier by first showing up and second to that but more importantly he was authentic.

Fully Express Your Greatness (12:58)

Larry has a hard time celebrating greatness because he is so hard on himself and is a perfectionist. Larry feels that he needs to learn how to celebrate his greatness.

Advice for Your Younger Self (15:36)

“Learn how to have a better work ethic and hold yourself accountable for personal growth.”

Teaching Moment (17:02)

When Larry says “vision” he urges people to understand why they are doing what they are doing and personally know your values. This leads to authenticity and being heart-centered.

Contact Larry: Website | Podcast

How to Make More Money (22:47)

Something that Larry said in his interview really got me thinking.

Larry said, “if you can’t have an authentic real conversation as a human being with a prospect or customer you aren’t going to do well in this competitive environment” and that made me decide that I was going to work on improving this aspect of my sales process.

I would like to encourage you to try something out; the next time you speak to a prospective customer stop trying to sell them something and really focus on just getting to know the person and what they want and need. Once you know they feel like they have been really listened to and understood then if appropriate offer them one of your solutions.

Note the impact this has on you and the prospect. I’d love to hear about the experience so please send me an email and let me know if this helps you make more money.

Family First (23:47)

There is never a better place to be authentic than with your family.

In a business, the principals that make you successful are often rooted in human behavior and therefore have a direct application to your personal life which primarily affects your family.

I would like to encourage you to have that conversation that you know you need to have with your spouse or children. You know what I’m talking about, the conversation you know you need to have but have been procrastinating for whatever reason.

This isn’t necessarily even a negative conversation, maybe you need to just compliment your spouse or give commendation to your children. Be authentic and real and do it for your family. They will appreciate it and you will feel better!!! 


This episode sponsored by:

ZOHO CRM

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Screen2Fit by Pro.file

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Trackstar Web Design

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