Article: Be Like the Tin Man & Have a Heart

27th April 2016 | By Frances Pratt

Sales Be like the Tin Man & Have a Heart

This article carries on from The ScareCrow: Your Client Doesn’t Have a Brain

Selling is a most human activity.  We all sell every day, we just don’t call it sales.  Today if you have negotiated with a 4 year old on what to wear or convinced someone to go the restaurant you want or get takeaway instead of cooking – you have been a sales person.  Congratulations!

Learn more about how to sell using your heart, just like the tin man.

One of the reasons that people are so afraid of sales and selling is because the powers of influence CAN be used for evil.  We have all experienced it when you feel like you are being tricked or pushed into something by a sales person.  You know that their intentions are self-serving, that they have a quota to meet, and you are a simply a notch on their belt.

The best way to guide yourself NOT to be or be seen to be that person is to use your heart.

“You people with hearts,' he said once, 'have something to guide you, and need never do wrong.”  ? L. Frank BaumThe Wonderful Wizard of Oz

Know your heart

The best way to start from the heart is to remind yourself why you started a business in the first place.  I am pretty sure the drivers weren’t to buy groceries, to do a webinar or deliver a product.  We start businesses because we have a passion for something that we believe can be of service to others.

I started KISS To Sell because I want to teach the world to sell, in perfect harmony.  Not to think it is a yucky, icky thing but to revel in its beauty.  The things I do (hopefully) help me to achieve that. 

What does your heart tell you?

Keep your central purpose, the why of your business, at the front of your mind (and heart) and use this purpose as a rudder to steer your decisions.  This central purpose resides in your heart and you know when you are hitting the mark, because they are the experiences that make your heart sing.  You equally know when you are not serving this higher purpose.

Often these are the times when you are feeling pressured to ‘get’ a client or a sale and you have that little imp on your shoulder pushing you to do and say things that serve this singular purpose.

Follow your Heart

Following your heart is the only way.  The heart doesn’t have a figure or a number, it simply knows if things feel right or not.  Your heart doesn’t have an outcome in mind it simply beats.  So follow that beat, know the rhythm of your business and allow others to hear the beat and dance with you.

If you can divorce yourself from the outcome (easier said than done) and allow the pathway of the heart to rule, then you will win.  This is when you will attract and maintain people who hear  your heart beating and who want to go along with you for the journey.

How do you know?

This one is the easiest.  Others will tell you.  So be open to hearing from them if you are on the right track, or if you need to move a bit to the left or right, backwards or forwards in your dance together.

“A heart is not judged by how much you love; but by how much you are loved by others” L. Frank BaumThe Wonderful Wizard of Oz

Travel well my friends.  

Next week we are focusing on how you can be The Lion . . Have Sales Courage
For the love of sales,


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