Book Review “Selling From The Heart” by Larry Levine

How to sell from the heart

What do most books for sales professionals have in common? They teach a lot about the business side of selling. It seems difficult to add a unique take which is not just another acronym of a sales methodology or a new summary what we already know in different words. Larry Levine found that unique hook towards a more genuine approach in his book “Selling from the Heart”. And it even started a movement!

Larry is a seasoned technology sales expert who knows his profession from the ground up as a door knocking junior to becoming a sales manager leading others in their journey from a sales rep to a sales professional. In times of information overload, he is missing the authenticity and empathy in the way many sales reps approach their job. Running a podcast under the same title already for six years, Larry and his business partner Darrell Amy invite various experts to share their tips celebrating the human connection with buyers avoiding empty suits.

The first section of the book uncovers the real you with a good portion of self-reflection to be aware who we really are. In the second section Larry adds the sales skills around that authentic person we are now more aware of. The key chapters of this part are about consistent prospecting, servant-led sales leadership and content that creates conversations. The book ends with a shorter chapter called “No more empty suits” which is also nicely pictured on the book’s own website. This book is the best recipe to ensure we wear an authentic suit being comfortable in our own skin and leading with the heart and the courage to be human in a sales world full of facades.

“Selling from the Heart” is full of useful quotes which can stand the test also outside of their original context. This one resonates well with me as a foundation: “A true sales professional takes ownership of everything they do as they facilitate the buyer’s journey.” Talking about personal branding regularly, I agree with “Everyone has a brand; either they don’t know it or they don’t know what to do with it.” And despite the ever growing hectic and speed at work, Larry is right with “Today’s sales economy is based on the credible and heartfelt relationships you form, and this takes time.”