Cookie-cutter just isn’t going to work.
In order to succeed, I knew I had to find a way to win at sales and be TRUE to me and through that process, The Heart Not Hustle™ Personalized Sales System was born (although I didn’t have a name for it yet.) Because of it, I had a very successful career in pharmaceutical and medical device sales for 16 years.
Now, there is a calling on my heart to help others win at sales without being sales-y.
Because what I know now is that sales doesn’t need to be so complicated. In fact, I’ve repeatedly seen my clients become masters of their sales by simply learning to bring the heart (not hustle) to their sales conversations.
It started in sales school, where I was fully immersed in all things sales. That’s where I began discovering my personality, my leadership style, my strengths, and I started learning how to recognize those things in others. It’s something I still teach my clients in my sales coaching today, but back then, I noticed a big problem with the way it was taught. I was told to match THEIR style.
So, when I first went to a physician’s office and the doctor started talking about his family, I matched his style. We had a lovely conversation, but I walked away feeling like I didn’t get anything accomplished. I never got to bring value to the conversation.
After that, I learned to be more firm. I committed to sticking to my sales script. I was going to start with a story of the patient, then tell about the product, and go through a study just before making my pitch.