Selling From The Heart: How Your Authentic Self Sells You!: Levine, Larry: 9781720220138: Amazon.com: Books

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Selling From The Heart: How Your Authentic Self Sells You! Paperback – September 11, 2018

by Larry Levine (Author)

4.7 242 ratings

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Sales have changed in the last 30 years. Gone are the days of manipulative and pushy salespeople who rely on charm to get sales. Selling From The Heart is the new economy where relationships matter and old-school techniques just don’t work anymore. Relationships are what will fuel your sales funnel and allow you to reach your sales goals. Social media is a great place to develop those relationships that lead to sales and Larry teaches you how to do in a natural way. Let Larry Levine show you how not to only be yourself, but your best self and succeed!

In this powerful book, Larry Levine challenges modern myths about how to approach buyers and close the sale. He deftly shows you how, in a world suffering from information overload and technology fatigue, sales professionals who demonstrate authenticity and empathy gain an unbeatable competitive edge. Jeb Blount, CEO SalesGravy.com and Author of Sales EQ

Too many of us (salespeople) look outward for success and in the most brilliant, down to earth way, Selling From The Heart reminds us that our success starts within, not out. In a world of copycats, Larry Levine, with a softness of a benevolent mentor and the disarming approach of Fred Rogers, stresses that we can't win as a copy, but only as an original. "Be YOU!" The best message the sales world has received in a long time. Keenan, CEO of A Sales Guy

Selling from the Heart is not really a book about sales. It's a book about YOU. This is the ultimate playbook for showing up as yourself, so you can increase your sales.
Deb Calvert, author of DISCOVER Questions® and co-author of Stop Selling & Start Leading

Real sales, real world, real life. Larry Levine shares what it takes to be an authentically successful salesperson. Selling From The Heart will have you probing your own heart, and when you read and apply the lessons from the book, you’ll find yourself seeing authentically.
Mark Hunter, CSP, “The Sales Hunter” author of High-Profit Prospecting and High-Profit Selling

Selling From The Heart is powerful, refreshing, and…authentic! Larry Levine and this new book are a breath of much-needed fresh air. He’s the most honest social selling expert in the business, and this book is exactly what sellers need today. Larry shares wisdom from his years of successful experience, with both blunt truth and effective advice. You will love his writing style, stories, and most of all, the increased sales from implementing his advice!
Mike Weinberg, author of New Sales Simplified, and Sales Management Simplified.

In sales, the heart always comes before the head. What I love and admire most about Larry Levine is that he sees the potential in all of us and compels us to act with heart and authenticity. In Selling From The Heart, Larry draws upon the wisdom that is both timeless and relevant. Read it and increase your sales, but more importantly, connect with yourself and live a more meaningful life.
Shari Levitin, Founder, and CEO of Levitin Group and author of Heart and Sell-10 Universal Truths Every Salesperson Needs to Know,

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Print length

206 pages
Language

English
Publication date

September 11, 2018
Dimensions

6 x 0.47 x 9 inches
ISBN-10

1720220131
ISBN-13

978-1720220138
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Product details

Publisher ‏ : ‎ Independently published (September 11, 2018)
Language ‏ : ‎ English
Paperback ‏ : ‎ 206 pages
ISBN-10 ‏ : ‎ 1720220131
ISBN-13 ‏ : ‎ 978-1720220138
Item Weight ‏ : ‎ 9.9 ounces
Dimensions ‏ : ‎ 6 x 0.47 x 9 inches

Best Sellers Rank: #853,154 in Books (See Top 100 in Books)
- #2,329 in Sales & Selling (Books)
- #9,161 in Business & Investing Skills

Customer Reviews:
4.7 242 ratings

About the author

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Larry Levine

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Larry Levine is the international best-selling author of Selling From the Heart and the co-host of the Selling From the Heart Podcast. With 30 years of in-the-field sales experience within the B2B technology space, he knows what it takes to be a successful sales professional.

Larry has successfully sold to customers ranging from up-and-down the street accounts to Fortune 500 companies. In the fall of 2013, Larry became a corporate major account rep for a Japanese OEM in Los Angeles, California, one of the most competitive markets in the United States. Hero walked into a zero base opportunity with no current customers. By using the strategies explained in Selling From the Heart, he booked over $1.3 million in new sales in 2014, leaving behind a $1.6-million pipeline for the next rep to develop.

Larry now coaches and inspires sales leaders and their teams to do what he did. Since 2015, Larry has coached sales professionals across the spectrum of tenured reps to new millennials entering the salesforce. Both appreciate the practical, relevant and “street–savvy” nature of his coaching.

In a world full of empty suits, Larry is passionate about helping sales reps succeed by getting valuable before they get visible. He helps sales teams understand the true value they bring to the market. Then he helps them get visible by combining traditional sales techniques with new social selling strategies.

Larry lives in Thousand Oaks, California where he is actively involved in Kiwanis and other local non-profits.

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Customer reviews

4.7 out of 5

242 global ratings

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Both Challenging and Inspiring!

Reviewed in the United States on September 12, 2018

Verified Purchase

Every now and then I encounter a book that is both challenging and inspiring. Larry Levine's Selling From the Heart is just such a book. It calls you out in areas you know you can do better in while revving up your enthusiasm and motivation.

Author Larry Levine hails from the office technology space and has a spectacular track record selling in one of the most competitive markets in the world. I had the pleasure of meeting Larry at the OutBound sales conference in Atlanta and found him to one of the most genuine and authentic people I have ever met. In Selling From the Heart Larry shares some of the magic that has made him so successful.

Selling From the Heart opens with an unabashed confession from Larry that he won't hold back. He's going to say the things other people are unwilling to say. And this is the very thing that makes Selling From the Heart so special. Larry has a way of challenging with love. Offering critique without denigrating. Authentically encouraging you to be the best you can be.

Selling From the Heart has two sections:

1 - Finding Your Authentic You
2 - The Sales Skills of an Authentic Sales Professional

Part one is primarily about developing your personal brand - not so much in the marketing sense but rather defining what you stand for. It's about your unique story, your mindset, being authentic and the human side of selling that Larry emulates so well.

This is extremely important and introspective work that is all too rare in the field of sales. What it does, however, is get your personal and professional values in complete alignment. And this alignment, quite frankly, supercharges motivation.

Part two of Selling From the Heart is devoted to the skills of authentic selling. While there is some overlap here with skills that one would consider traditional selling such prospecting, more focus is given to the skills necessary to connect at the highest level with customers. We learn about Servant Led-Selling, taking care of clients and the importance of continuing education.

All of these areas focus on how to serve clients at the highest level and forging genuinely authentic relationships that last.

This book struck a chord and really resonated with me. It's an uncommon but very important topic in selling. Larry Levine will challenge you many times within the pages of Selling From the Heart. And the outcome is both motivating and exhilarating.

Selling From the Heart will trigger a desire to be your best, authentic, sales self. I'm pretty motivated, and still I found myself committing to an even higher level of sales excellence as I turned the final page. I love this book and I recommend it every sales professional who desires to kindle their passion for excellence in sales.

14 people found this helpful

Get rid of your commission breath today!

Reviewed in the United States on October 1, 2018

Verified Purchase

This is the book I wish Larry had written when I started out in sales well over 20 years ago! Why? Well I was given the old school 3 part sales program, you know the one... 'there's your phone, there are your brochures, there is the door! I stunk of 'commission breath' as everything was about me making deals to hit my quota to pay the rent etc

I had to learn the hard way that those sales professionals who succeeded were those who genuinely cared about their prospects/customers and 'led with the heart, not the wallet.'

The book title may sound cheesy, in fact I may have passed this book by based on the title if it was not recommended by Mike Weinberg. A sales leader I trust and respect.

The book is anything but cheesy. Larry gives us action points on how to apply selling from the heart in the real world.

Here are a few gems from Selling From the Heart that resonated with me.

'No longer does old-school bravado and a bragging mindset work in today’s sales climate. No one gives a rip what you’ve accomplished in your sales career. They want to know how much you care about them.'

Funnily enough I just experienced this when looking for a car. Not once did the sales rep actually ask me what I was looking for and what I needed. You know he did not get the sale right!

'To me, the art of serving is not manipulative. It’s genuinely caring about somebody and their company. In your heart of hearts, you’re there to help them do better business.'

Larry is on the money again here. Too often we are concerned with our own quotas and targets rather than what the prospect actually wants and/or needs.

And this one for us sales managers:

“Unfortunately, so-and-so has just left our company,” and the next words uttered are, “Who are you?” “I am the sales manager.” “How long have you been there?” “Ten years?” “Really, then how come I don’t know who the heck you are?”

I have fallen foul of this in the past. Spent too much time in strategy or operations meetings instead of getting out into the trenches and meeting with customers. Even then when we do meet clients do we act like politicians rather than sales leaders? We often shy away from asking the tough questions on how we are really performing because we are not curious enough about their business, just concerned with our numbers.

If you enjoy the book, please do check out Larry's podcast which is full of guidance and inspiration.

Top reviews from other countries

Amie

A must-read! Life-changing!

Reviewed in Canada on April 16, 2021

Verified Purchase

This book was excellent. If it fired me up again, it brought me back to why I do what I do. It was a tool that I used with my team to inspire advisors to be servant-hearted and view sales differently. My copy of selling from the heart has many dog ears and highlights; it will be my—go-to for many years to come. Well done, Larry.

Christian Akiki

Very Pragmatic

Reviewed in France on August 13, 2019

Verified Purchase

Most of the books I read covering sales or customer service are very theoretical, reading selling from the heart felt like a breath of fresh air; Pragmatic approach of Larry made it real and very authentic. the book covered a lot of interesting points such as sales comissions , being a sales representative vs sales professional and the part i liked the most is how to differentiate yourself from being an empty suit . highly recommended

Simon Hares SerialTrainer7 Ltd

One of the Most Important Sales Books You Will Read

Reviewed in the United Kingdom on March 3, 2019

Verified Purchase

As a sales person and sales trainer I get to read so many books on the subject of sales, some are best left on the shelf, others like Selling from the Heart are pure gold. This book has left wanting more on the subject, it has excited me and taught me so much around authenticity, self validation and the need to continually learn, which is something I train all of my delegates. There is a section on what Larry calls 'Empty Suits'; sales people puffed up in self importance and reeking of 'commission breath' which of course clients can smell a mile away. Larry stresses the importance of presence, competence and a serving approach which in its total is of course; selling from the heart.
This book is so good, it will recharge any sales person who has experienced lots of sales training and is seeking a fresh approach, it is great for sales managers who want to create an effective sales culture that will really differentiate themselves from their competitors and for those thinking that they might like to work in sales, well this book is all confirmation they will need, it is brilliant and I loved it.

One person found this helpful

Abbie White

Absolutely MUST read for any sales professional!

Reviewed in Australia on August 24, 2021

Verified Purchase

I ran out of sticky tabs for this one!

Larry’s approach is what is needed to play a high performance game in sales and top of the field.

Larry has stayed ahead of the game and adapted to what cuts through the noise and works in today’s market. No outdated salesy irreverent tactics here!

A must read for all sales professionals.

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Graham Edwards

Selling has to be authentic - Larry helps us find our selling soul!

Reviewed in Singapore on April 7, 2021

Verified Purchase

I just finished Larry’s book and was privileged to have chatted to him on a zoom call last week. The book is very practical and confronting. The focus on authenticity and being yourself is very unique among sales books and the “empty suit”’ allegory is a one that resonated with me strongly - seen them and don’t want to be them! Fantastic book and highly recommended.

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