Sales Hustle is now Sales Transformation
June 28, 2022

#339 S2 Episode 208 - It’s A Heart-Full: Making It About The Customer With Larry Levine, Best-Selling Author Of “Selling From The Heart”

#339 S2 Episode 208 - It’s A Heart-Full: Making It About The Customer With Larry Levine, Best-Selling Author Of “Selling From The Heart”

Successful salesperson, leader of the movement of authenticity, and a best-selling author, Larry Levine has it all! But Larry’s story didn’t start with being on top. He grew up driven by fear of living in the shadows of his parents but rose up by consistently reinventing himself. Tune in to this latest episode of Sales Transformation to learn more of Larry’s story, and the importance of always making every sale about the customer.

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HIGHLIGHTS

Reinventing one's self
The drive of fear
Larry's early sales days
Making it about the customer

QUOTES

Larry: “The big takeaway that I'd share with everybody is we must reinvent ourselves, we have to be cognizant of our surroundings. And we have to be willing to learn new things.”

Larry: “Fear actually drove the hell out of me to always be better than I was the day before, and what drove me, even more, is I grew up with it.”

Larry: “I had this sixth sense where I listened really keenly to what people are saying, Not eavesdropping. But I was aware of the sales bullpen I was in when I was doing write-outs with salespeople.”

Larry: “I still remembered it as plain as day. They said you did something completely different than everybody else. You made it about me. And it wasn't about your pride.”

Connect with Guest and learn more about what he’s been working on!

About Larry
Selling From The Heart LinkedIn
Selling From The Heart Website

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

About Collin
About Salescast
Salescast Community
Sales Transformation

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Already have one? How about growing it, or even monetizing it?

LET’S TALK.


Successful salesperson, leader of the movement of authenticity, and a best-selling author, Larry Levine has it all! But Larry’s story didn’t start with being on top. He grew up driven by fear of living in the shadows of his parents but rose up by consistently reinventing himself. Tune in to this latest episode of Sales Transformation to learn more of Larry’s story, and the importance of always making every sale about the customer.

Power up your podcast experience by joining our Free Podcast Community!

Are your Reps hitting their quotas this 2022? If not, then a Wingman Free Trial is what you need!

HIGHLIGHTS

  • Reinventing one's self
  • The drive of fear
  • Larry's early sales days
  • Making it about the customer

QUOTES

Larry: “The big takeaway that I'd share with everybody is we must reinvent ourselves, we have to be cognizant of our surroundings. And we have to be willing to learn new things.”

Larry: “Fear actually drove the hell out of me to always be better than I was the day before, and what drove me, even more, is I grew up with it.”

Larry: “I had this sixth sense where I listened really keenly to what people are saying, Not eavesdropping. But I was aware of the sales bullpen I was in when I was doing write-outs with salespeople.”

Larry: “I still remembered it as plain as day. They said you did something completely different than everybody else. You made it about me. And it wasn't about your pride.”

Connect with Guest and learn more about what he’s been working on!

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

Wanna kick off your own podcast?

Already have one? How about growing it, or even monetizing it?

LET’S TALK.

Looking to start your own Podcats? Book a FREE strategy call. 🚀

Transcript

[00:00:00] In the world of sales, you either sink, swim, or break through to the next level. My name's Colin Mitchell. And this is sales transformation, a new kind of sales show designed to bring you through the epic life changing moments of elite sellers. So you can experience your own sales transformation.

[00:00:29] Hey, before we start today's episode, I wanted to bring you in on the best kept secret in B2B sales. If you're serious about social selling and your only strategy is cold DMS through LinkedIn, you're missing the mark big time. Learn how a fully managed revenue generating podcasts can change your life and your pipeline@salescast.co.

[00:00:58] And in today's episode of sales transformation, we have the leader of the movement of authenticity and the best selling author of selling from the heart. It's the man himself, Larry Levine. That's here, it of for Larry as he shares his story and talks about reinventing ourselves, having fear as a motivator and the importance of making your.

[00:01:21] Always value the customer, all of these only here in sales transformation, you know, one of the big things that at least the big takeaway that I'd share with everybody is we must reinvent ourselves. We have to be cognizant of our surroundings and we have to be willing to learn new things and we always have to, and we always have to be willing to ask people for help.

[00:01:46] And I was just really. I was intentionally curious my whole sales career. And I think that's what set me on my journey. I think that, you know, that's a common mistake for a lot of sales people, right? Is they, they. Get to a point where they think they know it all and they don't remain open minded to learning new things, to learning, you know, like you had said, reinventing yourself.

[00:02:11] Um, what, and, and, and what do you think it is that made you so curious and, and, and, and put you in a place to do things different than the way other people around you were doing it at the time? Uh, because I was fear drove me. Fear actually drove the hell outta me. To always be better than I was the day before.

[00:02:32] And, um, what drove me even more is I grew up with a, I grew up with a father who was a rocket scientist for the United States air force. So he was a propeller head. He had a PhD in aeronautical physics. By the time he was 20 from two Ivy league schools graduated high school at 15 and a half. That's what I had to grow up.

[00:02:51] So here he is this aeronautical engineer. I hated school. I fought school. I think if I got a 2.1 in high school, I was stoked. Right? Mm. And I went to college just to appease my dad and to appease my mom and barely made it through college. But you know what? I learned a lot of life lessons and I got a couple degrees.

[00:03:10] That's what drove me is here. I am growing up with a dad. Who's a rocket scientist. And then I wind up in sales. And so to always prove that I was worthy of my dad's right of how my dad viewed me. I drove myself hard. I held myself to a higher degree accountability than everybody else. So that one day I can look my dad in the call and say, look at right.

[00:03:37] I become a very successful sales professional. That's silently. That's what drove the hell outta me for 28 years selling copiers. Wow. Okay. So you, you, you took, you used that fear, uh, as your motivator to, to, you know, be successful in sales, but. To kind of follow up on that, like you get into sales, right.

[00:04:02] And there's certain way people are doing sales and it's was it in line with how you do sales now or what you believe about sales or not? Let's kind of talk about that. No, cuz uh, oh boy, we can peel this supper back all day long. So I was, I'll go back to my first year in sales. So my first year in sales, my first full year in sales was 1980.

[00:04:23] And in 1988, my first year I I'll full disclosure. I made $18,000 my first year in sales. And I thought I was filthy stink and rich, but it was the, it was the worst time I ever had, but it was the best time I ever had as well. The worst time is, is, is I'll use the word old school. Because everyone still throws it around still to this day is I was trained by watching VHS tape.

[00:04:50] So for those of your listeners who don't know what a VHS tape is, go Google it. Right? but I had to spend a week watching eight hours a day for five days of VHS sales training by the end of that last day, which would've been a Friday, my business cards were ready and I was sent out in the field to do 50 cold calls a day.

[00:05:09] Couldn't come back till I got 50 cards. Then I had to sit down with those 50 cards and make phone calls. And that's what it consisted of. I went 90 days before I sold my very first customer, I wasn't given anything. It was all brand new net new now calling I'm in my early twenties. But I always, you know, I, I still do it to this day.

[00:05:33] I'm cognizant of my surroundings. I use that word just a little bit ago as well. I had this sixth sense where I'd listen really keenly into what people were saying, not Eves dropping, but I was, I was aware of the sales bullpen I was in, when I was doing write outs with salespeople, I was, I was listening really intently to what they were saying.

[00:05:53] And when I, I remember this as plain as day when I made my very first sale. I did something that forever sent me on my journey is I asked that customer why'd they do business with me besides if they felt sorry for me, cuz they knew it was my first sale probably, but I re I really asked them, I peeled it back.

[00:06:12] What made you do business with me now? I'm in my early twenties and I still remember it as plain as day. They said you did something completely different than everybody else. You made it about me. and it wasn't about your product or your company, you know, call and I didn't know I was really doing it. It was just, I was just doing it right, because I was cognizant of my surroundings for the first 90 days I saw what people were doing.

[00:06:40] I saw how sales people were treating people and I did the complete polar opposite. Mmm, and from, wow, that's interesting. Yeah. And then from that point on, I started to ask, as I started develop, right. So my first year was still a struggle, but I still brought in some customers, every customer that I brought in, I asked them, why did they buy from me?

[00:07:02] And then I asked them the follow up question is what do you like? And what do you don't like about sales people? And I share this because I, I was curious enough. I wanted to know, Hey, you stuck around that tells me you're serious about your own sales transformation. If you're tired of doing things the old way and wanna get started in your journey with other people on the same path, head over to sales, cast.community, and crush your numbers on your Lu board.

[00:07:28] Yeah. It's free sales cast.community. Send me a DM with your best pitch and mention this ad. And I might even give you free access to our best templates.