Attention Sales Leaders… Selling From The Heart, It’s Not A Fad!

“A loving heart is the beginning of all knowledge.”

Thomas Carlyle

Could a loving heart be the pathway to client knowledge?

Could a loving heart be the key to monumental sales growth?

In a post-trust world, when trust in salespeople is at an all-time low, it has now become more critical than ever for them to be transparent, human, and connect at an emotional level with their clients.

Your clients must be valued, respected, involved, and their views must be heard.

Salespeople who lead with heart are better suited as they have the wisdom, capacity, and wherewithal to positively inspire their clients to transform their businesses towards the next level of growth.

Heartfelt salespeople commit themselves to make tomorrow a better day for their clients.

Nelson Mandela eloquently said,

“A good head and a good heart are always a formidable combination”.

Heartfelt salespeople establish deep meaningful relationships and have the self-discipline to drive long-term results. They know who they are as a person both on the inside and the outside, as they have taken the self-journey to the heart.

Selling from the Heart is a lifestyle.

It’s not a fad, it’s not a fly-by-night sales tactic, nor something you flip the switch on/off.

Emotionally secure salespeople are truly original. They are creative thinking, genuine, sincere, thoughtful, and just plain ole give a rip.

Selling from the Heart professionals push the boundaries of conventional sales methods.

In working with their clients, they encourage creativity, openness, and mutual involvement. This in turn provides the freedom to innovate within various layers inside their client base, yielding trust, confidence, and cohesion.

Leading this heartfelt lifestyle means leading from that place of engaging with purpose, personal accountability, and a deep commitment to do what is right.


To sell from the heart, your heart must be right.

Simply stated… hurt people hurt more people, confused people just confuse more people.

Here lies one colossal issue… when many in sales come from a selfish point of view, they can never sell from the heart. 

A selfish-hearted rep is someone who thinks first and foremost of self. They are consumed by self-consideration. They only find satisfaction when their needs are placed at the front of the quota attaining line.

When salespeople lead with the wallet and not the heart, it comes across immediately in their body language, voice, and facial expressions.

Leading with the wallet causes commission breath!

Sales leaders, your salespeople must come at this from a pure place. Isn’t the goal to help your clients function better, do their job better, and to build long-term relationships?

If you can agree to this, then your salespeople must get their heart in the right place.


“We treat our people like royalty. If you honor and serve the people who work for you, they will honor and serve you.”

Mary Kay Ash

Who are your salespeople honoring and serving? Stop and reflect on that one for a moment.

It’s hard to honor and serve with a selfish heart. Therefore, the heart rules when connecting.

If you want your salespeople to build meaningful and purposeful relationships with their clients, then they must connect at the heart level.

Vulnerability becomes a strength for your salespeople to connect with their clients—authentically, empathetically, and with compassion.

Of course, we need to use our brains with ideas, strategies, and business acumen that are increasingly the table stakes of sales professionals. However, we need chutzpah, also known as courage.

The heart matters most. The words and actions of your salespeople must create a signal that they really do care enough about their clients, to see them for who they really are, as opposed to a means to quota attainment.

If salespeople talk the talk, they must walk the walk!

Those salespeople who can inspire others through kindness, flexibility, support, and empowerment, connect in ways that many in sales become envious of.

These heartfelt professionals always have something uplifting to say. They make their clients feel comfortable around them. They make them feel secure enough to open up with their business concerns and issues.

When your salespeople treat your clients with compassion, they won’t soon forget them.


“A healthy outside starts from the inside”

Robert Urich

The journey to one’s heart might be the most difficult but necessary to achieve an abundance of sales success.

Leading a heart-healthy lifestyle is about people and relational skills. It’s the behaviors we use when interacting with other people.

This my sales leadership friends this is the missing link. Having your salespeople fully invested in their work with head, heart and hands will create unbreakable bonds with their clients.

You will soon notice:

  • An improvement in engagement and retention
  • Innovative ideas flowing between your salespeople and their clients
  • A collaborative environment based upon trust
  • Improved client retention, referrals, and bottom-line sales results!

Maya Angelou brings this home,

“If you find it in your heart to care for somebody else, you will have succeeded.”

Care, compassion, and heart will set your sales team apart. And isn’t this what you want?

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