E48 | Selling with authenticity and integrity with Larry Levine

Larry Levine is a passionate advocate for authenticity in sales. With more than 30 years in B2B tech sales, Larry shares how his early struggles selling copiers led to a revelation: authentic, client-centred relationships build lasting success.  Instead of mimicking others, he asked customers what they valued – and built his career by doing the opposite of typical sales reps. Larry says that real sales success happens after the deal, through meaningful value, trust, and consistent, caring follow-up.  He warns against transactional mindsets, encourages heart-centred leadership, and believes soft skills drive hard dollars. Larry’s message is clear: in a post-trust world, the most powerful sales tool isn’t AI or slick talk – it’s the genuine human heart.  Takeaways  Building trust starts with putting the customer first, not the product.  Long-term relationships grow from post-sale actions, not just closing deals.  Empty suits focus on transactions; professionals focus on people.  Soft skills are the real drivers of revenue and loyalty.  Customers sense sincerity – make it about them, not you.  Discipline in follow-up builds credibility and deepens trust.  Sales success stems from curiosity, empathy, and consistency.  Genuine relationships create repeat business and lasting impact.  AI can assist, but it can’t replace the human heart.  Follow Larry Levine https://sellingfromtheheart.net/ https://www.sellingfromtheheartpodcast.com/ https://culturefromtheheart.com/  Books on this episode Selling from the Heart by Larry Levine https://amzn.to/41pgg3I Selling in a Post Trust World by Larry Levine https://amzn.to/434p7c5 Business of Honor by Bob Hasson https://amzn.to/4c0wUKA  Watch the episode on YouTube: https://www.youtube.com/@TheEvolutionPartners  Newsletter – each week I share interesting insights, articles and ideas you can use. Join other leaders and subscribe to The Evolution Partners newsletter https://evolutionpartners.com.au/subscribe/  Books – Learn more about our books https://evolutionpartners.com.au/books/  Made to Thrive: The practical, prescriptive guide on how to be a great CEO  Onboarded: How to bring new hires to the points where they are more effective faster. A business case for leaders on why you should commit to an effective onboarded process.  Onboarded for Managers: Helping managers bring new hires to the point where they are more effective faster.  Follow me: on https://au.linkedin.com/in/bradleygiles on https://twitter.com/Evolution_Perth Enjoying the show? Leave a review Support the show: https://www.facebook.com/evolutionpartnersperthSee omnystudio.com/listener for privacy information.