Selling & Consulting with Heart: 11 Tips That Drive Success

As a consistent top sales performer for 16 years and a Sales Trainer at Dale Carnegie, I often reflect and am asked for the "key" to sales. Sales is frequently misunderstood. Many see it as a transactional process focused on numbers, quotas, and closing deals. But for those of us in the trenches, we know the truth: sales and consulting are about people! People are first! It’s about connection, trust, and building lasting relationships—even when there’s no immediate gain. The truth is that we are ALL in a sales role. We are all selling ourselves ideas strategies, and products. Entrepreneurs are constantly selling... and you need to focus first on building relationships.

Below are my top 11 tips to ensure you consult with your customers and sell flawlessly while putting relationships and value at the heart of your approach. If the term "sales" gives you a cringe-worthy reaction, you are doing it all wrong. Sales is a noble profession if it's done right. You are doing something great if you genuinely seek out people to help solve a problem and unselfishly help others. Great salespeople have no hidden agendas or selfishness, they genuinely are looking to help and are great at doing so.

1. Build Relationships With No Expectation in Return

The foundation of great sales is relationships. Not the kind built on hidden agendas or quick wins, but genuine, unselfish connections. Always approach clients and prospects with the mindset of helping them, even if it means no immediate benefit to you. Whether it’s sharing resumes of talented individuals you know, grabbing a coffee to help a customer facing a challenge, offering referrals, or connecting them with others who can solve their unique challenges, show that you’re invested in their success—not just your own. When you give freely, trust is built, and opportunities often follow naturally.

2. Be a True Connector

In sales, your network is your superpower. But it’s not about leveraging connections for personal gain; it’s about being the person who connects the dots for others. If your product or service isn’t the right fit for a client, don’t force it. Instead, help them find the solution they need, even if it’s not with you. True connectors earn respect and loyalty, which often leads to future opportunities. I have done this throughout my career. This is where long-term relationships are built and how they are nurtured. I have met many other incredible connectors who introduced me to incredible people through this journey.

3. Embrace Insatiable Curiosity

The best salespeople are deeply curious. They ask questions not just to talk through a sales script but to understand their client’s world truly. What challenges are they facing? What stresses them or makes them feel uneasy? Dive deep into their culture, industry, company, and pain points. When you’re passionate about uncovering the "why" behind their needs, you can craft creative, tailored solutions that set you apart.

4. Lead With Value

Stop shouting about your brand and start solving problems! Clients don’t want a sales pitch; they want solutions. There is nothing more frustrating and "salesy" than screaming from the rooftops about what you offer and what deals you have going on. Lead with value first. Show them how you can make their lives easier, their processes smoother, or their results stronger. Share insights, tools, and ideas that inspire them. You’ll become the go-to resource they trust when you consistently add value.

5. Stay Humble and Learn From Your Clients

Humility is one of the most underrated traits in sales. Whether three months into your career or thirty years deep, there’s always something to learn from your clients. Ask thoughtful questions about their business and industry. Listen with an open mind. When clients see that you’re eager to learn and collaborate, it fosters trust and deepens the relationship. Be mindful and present while listening to others. Refrain from talking and be empathetic.

6. Be Consistent and Reliable

Consistency builds trust. Follow through on promises, meet deadlines, and always deliver on your commitments. Your reliability speaks volumes about your character and professionalism. Clients want to work with someone they can count on, not someone who overpromises and underdelivers.

7. Read to Gain a Creative Edge

Reading has been one of the most valuable tools in my career. Books open doors to new ideas, perspectives, and strategies. Whether it’s about sales, psychology, leadership, or even fiction, reading sharpens your creativity and helps you bring fresh ideas to your clients. The more you learn, the more value you can bring to your prospects and clients.

8. Focus on Relationships Over Transactions

Sales isn’t about closing a deal; it’s about opening a relationship. Transactions are short-term, but relationships are for the long haul. Take time to understand your clients as individuals. What are their goals? Who are they as people? What’s important to them? By focusing on their success and well-being, you’ll build partnerships that last far beyond a single sale. I've built tremendous friendships with clients over the years.

9. Deliver Creative Solutions

Cookie-cutter solutions don’t cut it in today’s world. Clients want innovative, tailored answers to their unique challenges. This is where your curiosity and industry knowledge come into play. Take the time to think outside the box and deliver solutions that truly meet their needs. When you solve problems creatively, you position yourself as a trusted advisor rather than just a vendor.

10. Inspire and Empower Others

Great salespeople don’t just sell; they inspire. They empower their clients to see possibilities they hadn’t considered. Share stories, insights, and ideas that spark motivation and confidence. When you become a source of inspiration, clients will seek you out not just for your product or service but for your energy and vision.

11. Be Yourself and Own Your Authenticity

Scripts can be helpful, especially when you’re just starting out, but they’re not the magic pill to sales success. The real magic lies in your authenticity. Use scripts as a guide, if needed, but make them your own. I've always succeeded in speaking from the heart and letting my unique personality shine through. When you’re genuine, clients can sense it, creating a connection that no script can replicate. Being yourself sets you apart in a crowded field and shows clients that you’re there to collaborate, not just close a deal. Be sensitive to when you are calling or interrupting others. Don't try to push through your agenda. Be respectful and aware of the other person's schedule and how they answer the phone.

Closing thoughts:

Sales and consulting are not about pushing products or meeting quotas. They’re about building connections, solving problems, and making a difference in people’s lives. When you approach your work with curiosity, humility, and a genuine desire to help, you’ll not only meet your goals but exceed them.

Remember: people do business with those they enjoy collaborating with. Be that person who listens, learns, and leads with value. The rewards—both professional and personal—will follow.

Which of these tips resonates with you the most? Share your thoughts and experiences in the comments. What tips would you add?

Radia

#SalesSuccess #SalesExcellence #Consulting #SalesMindset #B2BSales #SalesTips