Use Your Heart to Increase Your Sales
The more personalized your communication, the more you’re showing the customer you care. Whether it’s sending an email or a simple invitation on LinkedIn, show them that you know them. As tempting as it is, refrain from the blast emails. It may take longer to curate each email, but it’s a genuine way to distinguish yourself from the hoard of email blasts we all receive. If you’re working on a one-on-one presentation, make sure you’re doing a deep discovery dive so you’re equipped to tailor your products and services offered specifically to your customer’s needs. Once you can accomplish this, you’re a third of the way to increasing your sales by selling with your heart.
Let’s talk about putting more humanity into our selling. Signs of exhibiting empathy are drastically dropping out of the sales process; so if you can master this quality, you’ll effectively create separation from your competition. To quote my book, Heart and Sell, “What does it mean to have your heart in selling? It means living in an ethical and principled manner, of course. But more than that it means genuinely caring about improving the lives and businesses of your customers. It means understanding human needs and behavior and using understanding to form an authentic connection rather than trying to simply finesse a sale.” Ladies and Gentlemen, humanization is all about your intent. Do you really care about the customer that’s in front of you?
You must possess the determination to make the tough calls, to follow through, to ask the difficult questions, to have courage. Courage is the heart of selling. When you exude courage while communicating with your customers, it will further prove just how much you care. Fun fact, the root word of courage, cour, literally means heart. All you have to do is be tenacious. You already know you have a product and service that is going to help improve the life of your customer.
Personalization, humanization and determination are the trifecta of exuding your heart, showing you care, and consequently increasing your sales. The best way to perfect your heart is to pick up a copy of my bestselling book, Heart and Sell. Don’t just take my word for it, Shep Hyken, New York Times best-selling author of The Amazement Revolution, writes, “If you practice just one of Levitin’s universal truths, you’ll have immediate success. So why not put all ten into action… and watch out! A tour de force for anyone interested in selling, serving, or living a more authentic life.”
Have you already studied Heart and Sell? Leave me a comment below! I’d love to hear what you think, how it’s affected your selling, and how it’s impacted your life.