In this episode of Selling From The Heart, Larry Levine and Darrell Amy dive deep into the concept of trust-based selling with special guest Dave Kurlan. They explore the importance of slowing down and being deliberate in the sales process, especially during the crucial stage between suspect and prospect. Using baseball analogies, they illustrate how rushing through this phase can erode trust and hinder sales success. Instead, they emphasize the significance of asking questions, listening attentively, and building a strong case for why prospects should buy. By adopting these strategies, sales professionals can establish genuine connections, differentiate themselves, and ultimately drive better results. KEY TAKEAWAYS Slowing down and being deliberate in the sales process builds trust and accelerates deals in the long run. Asking questions, listening attentively, and seeking clarity are essential steps in establishing rapport and understanding customer needs. Rushing to present or pitch products/services can create resistance and erode trust, hindering sales success. Building a strong case for why prospects should buy, based on their unique needs and challenges, increases the likelihood of closing deals. Using analogies, such as the baseball diamond, can help visualize and reinforce key concepts in sales strategy and execution. QUOTES "The better you do taking your time between 1st and 2nd base, the faster you can run from 2nd base to home plate." "Salespeople have a reluctance to slowly and patiently listen and ask questions. They prefer to start with a demo or a presentation, and they don't get that the very fact that they want to pitch something creates distrust." "If you want to lead your sales team in runs batted in and be known as the heavy hitter, walk from first base to second base. Watch what starts to happen." Learn more about Dave Kurlan: LinkedIn: https://www.linkedin.com/in/davekurlan/ Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/ Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/ Website: https://www.sellingfromtheheart.net/ Got a video about how you sell from the heart? Share it by texting VIDEO to 21000. Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation. Discover how to build trust quickly with prospects and clients. Get your autographed advanced reader’s editions now! Read it before the official launch on April 13, 2024. Please visit https://sellinginaposttrustworld.com/ Please visit https://www.sellingfromtheheart.net/ book to pre order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/@UCi6OCvGpgQjg8YXg0Hst4NA Please visit WHY INSTITUTE: https://whyinstitute.com/ Please go to WORK BETTER NOW: https://www.workbetternow.com/ Click for your Daily Dose of Inspiration: https://www.sellingfromtheheart.net/daily Get your Insiders Group FREE PASS here: https://www.sellingfromtheheart.net/free-pass