June 16, 2022

Sales Authenticity

Sales Authenticity

In today’s episode of the ‘Sales Samurai’ podcast, host Sam Capra, who helps marketing leaders in the retail space go beyond the sale/transaction, talks with guest, Larry Levine, best-selling author of ‘Selling from the Heart’. They discuss what ‘Sales Authenticity’ is and how to develop it! 
Episode Highlights

01:50 – Larry says, he sold copiers his whole life up and down the street, small businesses, medium businesses, and enterprise major accounts.
04:28 – It took Larry five to six months for him to make his first sale. 
06:13 – Larry believes that if they do the non-negotiables in the basics and sell well, it creates the foundational layers for how they can go about layering sophisticated stuff.
10:24 – If you're in those environments that don't align with how you sell to your point, you can either accept it or lean into it, says Larry.
13:45 - If you want to bring your authentic self to the forefront you have to be willing to do the inner work to uncover what's in your heart.
17:56 – Larry states that he transformed his career within a period of 10-years when he was around 40 to 50 based on doing the inner work.
19:20 – In his 40s Larry’s first business coach taught him the inner work and taught him how to replicate himself online.
24:48 - If you read 20 pages a day, Monday through Friday, and you took the weekend off, you have read two books a month and 24 books in a year. You are now probably in the half percentile worldwide of readers. Imagine the wealth of knowledge you would have as a sales professional to leverage.
27:16 – Larry states, there is a difference between sales reps and sales professionals.
30:44 - You want to understand what it means to sell from the heart and lead that kind of lifestyle in sales. Then you got to be willing to do the work. 
32:33 – Sam mentions, to this day, he blocked off his calendar for specific things because it was a best practice that he learned from a book, went to a mentor at the time, and spoke to them about and implemented. 
35:45 – Larry mentions, if you want to become a professional, you got to be willing to do the things that sales professionals do every day.
37:25 – Sam reveals that he is not looking for 50 different things to pick up from a podcast or a book. He thinks that's another area we miss from a professional standpoint.
40:03 – If you're looking for mentorship, you should be finding out people older than you somebody who aligns with your values.
42:50 – Larry Highlights, if you are a reader, take the last three great books you read, look the author up on LinkedIn, ask the person to connect, send them a heartfelt message on the impact the book, add in what you got out of that book, click connect, and watch what happens next.

Three Key Points

If you want to bring your authentic self to the forefront you have to be willing to do the inner work to uncover what's in your heart, and this is where a lot of people brush it off to the side they go not willing to go there. Larry is going to challenge everybody on this - if you want to become a successful sales professionals who lead with integrity, who's genuine and sincere, you got to connect and relate better to yourself and the more you do it, the better you're going to be able to connect and relate to your clients.
Larry highlights that in those 90 days, his coach did two things that transformed his career that he wishes he would have learned in his 20s and 30s. The first one was the road to find out what was in his heart, the inner work. The second thing was how to walk, talk and breathe in an online world.
Sales authenti


In today’s episode of the ‘Sales Samurai’ podcast, host Sam Capra, who helps marketing leaders in the retail space go beyond the sale/transaction, talks with guest, Larry Levine, best-selling author of ‘Selling from the Heart’. They discuss what ‘Sales Authenticity’ is and how to develop it! 

Episode Highlights

  • 01:50 – Larry says, he sold copiers his whole life up and down the street, small businesses, medium businesses, and enterprise major accounts.
  • 04:28 – It took Larry five to six months for him to make his first sale. 
  • 06:13 – Larry believes that if they do the non-negotiables in the basics and sell well, it creates the foundational layers for how they can go about layering sophisticated stuff.
  • 10:24 – If you're in those environments that don't align with how you sell to your point, you can either accept it or lean into it, says Larry.
  • 13:45 - If you want to bring your authentic self to the forefront you have to be willing to do the inner work to uncover what's in your heart.
  • 17:56 – Larry states that he transformed his career within a period of 10-years when he was around 40 to 50 based on doing the inner work.
  • 19:20 – In his 40s Larry’s first business coach taught him the inner work and taught him how to replicate himself online.
  • 24:48 - If you read 20 pages a day, Monday through Friday, and you took the weekend off, you have read two books a month and 24 books in a year. You are now probably in the half percentile worldwide of readers. Imagine the wealth of knowledge you would have as a sales professional to leverage.
  • 27:16 – Larry states, there is a difference between sales reps and sales professionals.
  • 30:44 - You want to understand what it means to sell from the heart and lead that kind of lifestyle in sales. Then you got to be willing to do the work. 
  • 32:33 – Sam mentions, to this day, he blocked off his calendar for specific things because it was a best practice that he learned from a book, went to a mentor at the time, and spoke to them about and implemented. 
  • 35:45 – Larry mentions, if you want to become a professional, you got to be willing to do the things that sales professionals do every day.
  • 37:25 – Sam reveals that he is not looking for 50 different things to pick up from a podcast or a book. He thinks that's another area we miss from a professional standpoint.
  • 40:03 – If you're looking for mentorship, you should be finding out people older than you somebody who aligns with your values.
  • 42:50 – Larry Highlights, if you are a reader, take the last three great books you read, look the author up on LinkedIn, ask the person to connect, send them a heartfelt message on the impact the book, add in what you got out of that book, click connect, and watch what happens next.

Three Key Points

  1. If you want to bring your authentic self to the forefront you have to be willing to do the inner work to uncover what's in your heart, and this is where a lot of people brush it off to the side they go not willing to go there. Larry is going to challenge everybody on this - if you want to become a successful sales professionals who lead with integrity, who's genuine and sincere, you got to connect and relate better to yourself and the more you do it, the better you're going to be able to connect and relate to your clients.
  2. Larry highlights that in those 90 days, his coach did two things that transformed his career that he wishes he would have learned in his 20s and 30s. The first one was the road to find out what was in his heart, the inner work. The second thing was how to walk, talk and breathe in an online world.
  3. Sales authenticity only can develop who you are and understand who you don't want to be and that is by digesting just an insurmountable amount of information, But if you are reading books and listening to blogs, you quickly start to identify who do you like to listen to, who aligns with how you want to sell and let you keep digesting more of that to develop who you want to be as a sales professional or sales re. Just ramping up your books and authenticity helps you uncover who you want to be and who you should be.

Tweetable Quotes

  • “My secret sauce I found out was my ability to connect and relate to people well.” - Larry Levine
  • “The more personal I made it. The more I just threw it out there the more I leaned in and asked these types of questions. The responses were just incredible.” – Larry Levine
  • “Salespeople are products in the environments that they were raised in.” – Larry Levine
  • “Does the walk match the talk? Does the inner person of who you are, what's inside, does that match what's on the outside?” – Larry Levine
  • “The more you can connect and relate to yourself, the better you're going to be able to connect and relate to your clients.”- Larry Levine
  • “You can always transform and reinvent yourself.” – Larry Levine
  • “In my 50s I’ve learned more about myself bringing selling from the heart to the sales world than I did in my 40s.” – Larry Levine
  • “There's no excuse of why you can't become better every single day.” – Levine
  • “Sales professionals do the things that, sales reps find excuses for.” – Larry Levine
  • “You have to be willing to build a relationship with yourself first.” – Larry Levine
  • “I got five to six colors in my calendar and I can look at it in any given time and I know based on color, what those activities are.” – Larry Levine
  • “You got to get control of the calendar.” – Larry Levine
  • “Pick up a book, find two or three blogs, find two or three influencers that you like, start to calm, search and read their content, set aside have a block on your calendar.” – Larry Levine
  • “Don't just read sales books, read leadership books, read purpose-driven books, read relationship-driven books.” – Larry Levine
  • “Surround yourself with people more tenured, and more experienced than you as part of your circle of influence.” - Larry Levine

Resources Mentioned

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