Selling from the Heart

About the Author

Larry Levine, the author of Selling from the Heart: How Your Authentic Self Sells You!, is a seasoned sales professional with a career spanning over three decades. Larry's journey began in the trenches of the copier sales industry, where he developed a deep understanding of the importance of authenticity in sales. His unique approach emphasizes building genuine relationships and selling with integrity. Larry's insights are not just theoretical; they are drawn from his real-world experiences and his commitment to helping others succeed in sales by being their true selves.

Main Idea

The core premise of Selling from the Heart is that authenticity is the key to success in sales. Larry Levine challenges traditional sales tactics that prioritize closing deals over building relationships. Instead, he advocates for a heart-centered approach where sales professionals focus on understanding their clients' needs, being genuine, and providing real value. This book is a guide to transforming from a sales rep to a true sales professional by embracing one's authentic self and committing to continuous self-improvement.

Table of Contents

1. Finding Your Authentic You
   • I Finally Found the Real Me
   • Brutal Honesty – It’s the Only Way
   • Validating Your New Identity
   • The Hard Work Mindset
2. The Sales Skills of an Authentic Sales Professional
   • What Consistent Prospecting Looks Like
   • Servant-Led Sales Leadership
   • Taking Care of Your Clients
   • Continuing Education
   • Content That Creates Conversations
   • No More Empty Suits!
3. Conclusion: Writing Your Manifesto

Finding Your Authentic You

I Finally Found the Real Me

In the opening chapter, Larry Levine shares his personal journey from struggling sales rep to successful sales professional. His early career was fraught with challenges, earning only $18,000 in his first year. This failure, however, was the catalyst for his breakthrough. Larry realized the importance of self-management and building professional relationships. By tracking his competitors and learning from them, he started to understand the art of connecting with clients on a deeper level. He emphasizes the importance of being genuine and aligning actions with one's core self. "Commitment to excellence is the key to unlocking your success today," he writes, encouraging readers to take ownership of their work and strive for authenticity.

Brutal Honesty – It’s the Only Way

Larry Levine highlights the necessity of brutal honesty in sales. Self-reflection and self-awareness are critical steps in understanding one's strengths and weaknesses. He describes the chaos that can plague a sales rep's mind, such as a lack of planning and time management. To overcome this chaos, Larry advocates for continuous self-reflection and setting clear goals. "Are you always your authentic self? Are you living as the real you and not someone else?" he asks, urging readers to align their actions with their true selves.