The Engaged Prospect Podcast - Interview with Larry Levine, author of "Selling From the Heart"3/10/2020 Dan Hersh had the opportunity to chat with Larry Levine. Larry has been in the B2B sales field for 30 years now and has built quite the following. He originally started selling office technology and eventually moved into managed services and document management solutions. Today, Larry coaches B2B sales professionals across the country while promoting his book, “Selling from the Heart”.
He told Dan about a time in his career where his normal sales tactics were tested, and eventually changed through an event that altered the way he looked at sales. The idea that being vulnerable can be used as a strength instead of a weakness, was an interesting concept brought out by this event. And, the importance of having an open, honest and transparent dialogue with your prospects will eventually lead to a lasting relationship. They discuss how the nature of customer service is reactive, and that you must be proactive to give your clients the amount of care and respect they deserve.
Throughout this conversation, Dan and Larry really dive into the importance of caring about those we serve, and how being genuine and honest can lead to very fulfilling relationships. To learn more about Larry and his book, "Selling from the Heart", visit his website where you can read the first three chapters of the book for free.
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Dan Hersh had the opportunity to talk with Bob Burg, who regularly speaks to audiences across the country about sales principles and strategies.  Known for his book “Endless Referrals,” he is here to discuss another one of his newer books, “The Go-Giver", which in just three weeks, shot up to number six on The Wall Street Journal’s Business Bestsellers. This is not a new kind of success for Bob though, as this is his fourth book to sell over 250,000 copies. Having co-authored with another successful entrepreneur, John David Mann, they wanted to write a book that shifts the focus of a salesman in a positive and revitalized manner.
In this conversation, Bob discusses with Dan how, and why he decided to write “The Go-Giver”, while touching on some of the key concepts it addresses. Throughout the talk, they focus on the main idea of “The Go-Giver,” which is how salespeople can bring value to those they serve. He talks about how to quickly and sustainably build lasting relationships by understanding how to shift one's focus from getting-to-giving, hence the title of the book. They also converse about some factors that make up good salespeople, while using personal accounts and experiences to better shape and validate the answers they give. As Dan and Bob go through this discussion, they touch on many aspects on how to improve not only as a salesman / saleswoman, but as a person. That is due to the fact that the advice being given during this conversation can be utilized in other areas of life, outside the office. He hopes this book will aid in changing modern sales philosophies by writing what he calls in his own words, a “business parable.” You can learn more about Bob Burg at his website https://burg.com/, and to purchase “The Go-Giver”, “Endless Referrals”, and many more of his books, visit https://thegogiver.com/endless-referrals/. by Tom MavrovicBusiness Development, Hustler, Continuous Learner Have you ever considered getting into sales? You’re good at meeting new people, have a knack for building relationships, and love a good challenge? Sure. Sales is the perfect fit. You already know everything that it involves, you’re good at it. Why not? Well, I’ve thought that too. I knew everything, and I especially knew how to ask a question…..or so I thought. I did everything right. It’s a numbers game. You call enough people, talk to enough decision makers, you’re bound to make a sale. They’re in the market for the service/product you provide, what else do they need? QUESTIONS. Well, yeah, but questions are easy. I ask somebody something every day! Questions are a key role in sales, if not the most important part. But how hard can asking questions be? “I do that every day”, you might think to yourself. Well, it’s easy. Since of course you know everything. I did. And it worked great….at first. I got the decision maker on the phone, asked a few easy/normal questions, got answers, but then what? Yeah, I was closing sales and getting some business, but I wanted more! Questions are great, but are you asking the right questions? Are you asking questions to grow serious clients? And, are you reaching your full potential? There’s only one way to find out. Read, study, repeat; followed by, try, fail, and try again! Yes, certain questions may be asked on almost every call, but the key is to discover new ones that your prospect hasn’t been asked yet. You need to make the prospect think. And this my friends, is one of the hardest, and most commonly missed steps.
Then things changed. I read a great book called “The Little Red Book of Selling” by Jeffrey Gitomer and it was almost like seeing daylight for the first time.
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