What does it mean to have your heart in selling?
With Valentines Day quickly approaching, we’re reminded of Saint Valentine, who inspired the wildly popular holiday. Although the holiday itself is shrouded in myth, over 62% of Americans celebrate February 14th as a time of love, sharing, courtship, and spiritual responsibility. What does that mean for sellers? What does it mean to have your heart in selling?
As I say in my book, Heart and Sell:
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 that understanding to form an authentic connection, rather than trying to finesse a quick sale. It means leaving space to truly listen rather than bulldozing your way through a meeting. It means listening for the emotion behind the words—and caring about what you hear! And, above all, it means living these principles in every aspect of your life. If you are in a leadership position, selling with heart will increase job satisfaction among your management teams and sales forces. Teams that sell with heart are more open, more receptive, more engaged, and better able to let their passions and talents shine through. Talk to successful salespeople and you’ll find that they have one thing in common. They not only lead with their heart when connecting with others; they also connect deeply to themselves and their own goals and dreams. In other words, they know who they are and what they want out of life. Regardless of what they sell, where they live, or who their customers are, the best salespeople are authentic and filled with a sense of purpose.
If you don’t yet own a copy of Heart and Sell, pick up yours now by clicking here. If you purchase ten or more copies for your team, I’ll gift you with a FREE Companion Guide (valued at $299). Simply send me proof of purchase to: firstname.lastname@example.org.
If you already own a copy and would like to give a review, click here.
You can also listen to a snippet of the audio recording below.
Since its release, Heart and Sell has been named:
- Top 100 sales books of all time by Book Authority
- The official textbook for Harvard University’s Strategic Selling Course
Here’s what people are saying about Heart and Sell:
Oh wow!! Shari strikes gold with this book. I’m not sure what took me so long to buy this book. I’m in quarantine and decided to do some reading to sharpen my saw to return to work! She wrote this from her heart and as I read, I’m receiving it straight to my heart!
Shari knocked this one out of the park. Heart and Sell breaks down the selling process, step by step. I’ve always believed that if you want to be the best, you need to learn from the best. Buy this book, read it, learn it live it. You won’t be disappointed.
No other sales book (and I have read A LOT) has influenced me as significantly as Heart and Sell. This book taught me how to get to the core of selling by building a true connection. By authentically caring about the client instead of asking the “right” questions. By taking responsibility and pursue growth rather than selling from “ego”. By listening. There’s SO MUCH MORE in this book that taught me how to connect through the heart to get the sale and I am a much better salesperson because of it.
Top salespeople know how to balance heart and sales. They also understand that unless they really know themselves, they’ll never truly connect with their customers—or anyone else, for that matter. They know that what you do matters, but who you are matters more.