Sales From Your Heart

Contents
Foreword 11

Part I: The Discovery
1. My Story 17

2. The Fallacy 26
Conflicting Interests 27
Taking Sides 29
Predator-Prey Syndrome 30
Sales Armour 33

3. Intention 36
Placing Interest Second 37
Mutual Benefit 38
Don’t Overthink It 41
The Benefits 44

Part II: The Philosophy
4. The Sales from Your Heart Philosophy 49
Sales 3.0: The Mindset of Connecting with
the Customer 51
Evolution of Sales 51
Sales Basics: Benefit and Trust 54
Creating Receptivity 60
Sales from Your Heart: Authenticity with Ambition 61
Showing Vulnerability 63
The Dynamic 68

5. The Sales from Your Heart Model 71
Industrial Mindset versus Sales as a Craft 72
The Sales from Your Heart Model as a Compass 74
Meaningful Connection with the Customer
Is the Key 76
Meaningful Connection with the Customer:
A Definition 78
The Conditions for a Meaningful Connection 80
The Reciprocity of Vulnerability 83

6. Four Basic Principles 88
Principle 1: Be True to Yourself! 89
Identity and Ethnicity 94
Principle 2: Trust Leads to More Trust 98
Principle 3: Added Value Begins with Dialogue 105
Principle 4: Let Your Intention Lead to Initiatives! 112

Part III: The Application
7. Investing Upfront 123
The Role of Influence 124
The Science of Influence 124
The Difference between Influence and
Manipulation 127
The Metaphor of the Slide 129
Moving from What to Why 132
Storytelling 137
Loyalty 139

8. Know Your Customer! 144
Sorting 151
Socratic Inventory 157
Constructive Confrontation 162
Factual and Personal Information 167
Broad and Deep Questions 169
Presenting with Commitment 171
Dealing with Reactions and Concerns 173
Concluding Together 177

Epilogue 181
Notes 185