Every entrepreneur has heard that no matter your business, you’ll have to sell. When we think about selling, we think about the best tactics to put in place and measure success by our conversion rates and closes.

We don’t always think about how to make an internal shift in mindset to get comfortable with being a salesperson and adapting our leadership style to be successful in sales.

“Entrepreneurship and sales are intimately linked.”

We discussed selling with heart this weekend on The Breakfast With The Brand Podcast.


To make the mental shift, we begin by asking different questions.

Instead of asking yourself, “What do I have to do to close more sales.”

ask yourself, “Who do I have to become to serve my prospects.”

To succeed in sales, ask yourself these five questions.

1. What is my intention with every sales conversation?

2. How can I increase my emotional intelligence to understand my client?

3. How can I be more present throughout the sales presentation?

4. What is my unique selling proposition?

5. How can I increase the value for my prospects and clients?


Understanding your intention when you’re going in for sale is critical. Inside my program, Closing Like Leader, I show my clients how to get their personal affairs in order so that they intend to help, serve and add value when they meet with a potential client.

When you come from a place of abundance rather than scarcity, you naturally put the client at ease and set the tone for the entire sales process..

Emotional Intelligence:

Entrepreneurs who close sales are emotionally intelligent, meaning they are aware of their emotions while navigating the feelings of others.

Developing this kind of intelligence starts with mastering your emotions and learning how to push your needs to the side long enough to understand what your prospect is going through.


Becoming anything in life requires focus. The ability to be present with someone is a gift. When fully present, you can connect with the other person more profoundly.

During the podcast episode, I discussed how much selling relies on the small things but to hone in on the small stuff; you have to be present. The difference between the salesperson who makes the sale and the one who doesn’t is often just a few words you can only pick up on if you are fully present.

Unique Selling Proposition:

The heart and blood of your business rest in your Unique Selling Proposition (USP). The foundation of your USP is your Personal Brand. Too often, we get caught up in the tactics of selling without having a clear understanding of what makes us different and how we can authentically add value.

Remember, you’re not in the business of selling products or services. You’re in the business of solving problems. When you go into a sales conversation to understand the problem that your prospect or client is trying to solve and how you can help, you will naturally create more value.

If you want to shift your mindset and leadership style to be more successful in sales, join us for The Leadership Deep Dive At Five.

This live FREE online training will help you apply the heart behind the deal to increase your conversion rate and close more sales. Register now, and we’ll see you this Saturday at 5:00 p.m.