Only 3% of surveyed people claim to trust salespeople. Why is that? Is it, perhaps, because too many sales professionals approach their craft with fake personas and lack the empathy needed to engage their prospects? Are you guilty of hiding behind your product or service and not understanding how to connect with your prospect? Too many sales reps are making simple mistakes that cause prospects to not trust you, not want to engage with you and to seek out alternatives. In this episode of INSIDE Inside Sales, Darryl finally sits down to chat with the legendary Larry Levine! Larry hands out incredible advice on how to be authentic and sincere, gaining credibility and success at the same time. He also shares tips on how to go from being an “empty suit” of broken promises and lack of trust to becoming your true, real, and confident self! Learn why you shouldn’t fake it until you make it, on this episode of INSIDE Inside Sales!
About Darryl's Guest:
Larry Levine is the best-selling author of Selling From the Heart and the co-host of the Selling From the Heart Podcast. With 30 years of in-the-field sales experience within the B2B technology space, he knows what it takes to be a successful sales professional.
Larry has successfully sold to customers ranging from up-and-down the street accounts to Fortune 500 companies. In the fall of 2013, Larry became a corporate major account rep for a Japanese OEM in Los Angeles, California, one of the most competitive markets in the United States. Hero walked into a zero base opportunity with no current customers. By using the strategies explained in Selling From the Heart, he booked over $1.3 million in new sales in 2014, leaving behind a $1.6-million pipeline for the next rep to develop.
Larry now coaches and inspires sales leaders and their teams to do what he did. Since 2016, Larry has coached sales professionals across the world, from tenured reps to new millennials entering the salesforce. They all appreciate the practical, relevant and “street–savvy” nature of his coaching.
In a world full of empty suits, Larry is passionate about helping sales reps succeed by getting valuable before they get visible. He helps sales teams understand the true value they bring to the market. Then he helps them get visible by combining traditional sales techniques with new social selling strategies.
“I’m leading a revolution of authenticity, integrity, and substance in the sales profession.”
Larry lives in Thousand Oaks, California where he is actively involved in Kiwanis and other local non-profits.