Selling With Heart

Growing Your Business With Authenticity and Trust

Non-Fiction - Marketing
234 Pages
Reviewed on 05/10/2020
Buy on Amazon

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Author Biography

Kym Cousins is best known for her passion in enabling success and developing people in the areas of sales, marketing, communication and leadership. She is the Owner and Founder of Sprout Enablement – a national Training and Coaching consultancy, based on Queensland’s Sunshine Coast. Throughout her corporate career with some of Australia’s most recognizable Global IT brands, she was a senior leader who managed high performance sales teams, enabled partner and alliance organisations to build business and vendor brand presence, and developed hugely successful sales people who achieved personal and career success. She is a certified MBTI (Myers Briggs) and EQ-I Practitioner, an International Certified Trainer in several Selling methodologies – Achieve Global/Huthwaite, Sandler, SPIN and Challenger and a Certified Global Facilitator in DDI Leadership Development. She’s a Member of ICF (International Coaching Federation) and holds a Certificate IV in Business and Personal Coaching, along with Diplomas in Marketing, Management and Accounting. She’s also an Advisory Board Chair at the Institute of Managers’ & Leaders. (IML) Having been a mentor for female entrepreneurs from both Australia and Papua New Guinea and is active in her involvement with several business and talent development associations, she considers her greatest personal satisfaction comes from mentoring and coaching others to succeed.

    Book Review

Reviewed by K.C. Finn for Readers' Favorite

Selling With Heart: Growing Your Business With Authenticity and Trust is a work of non-fiction in the marketing and business development genre. It is suitable for all ages and was penned by author Kym Cousins. This highly engaging book explores how the reader can create a meaningful connection with potential clients in the age of social media and online selling. With a focus on attracting new customers as well as retaining loyal ones, the book aims to promote a winning mindset for sales-based professionals. Above all, the book encourages readers to determine their own values in order to develop their authentic sales techniques.

Author Kym Cousins has crafted a wonderfully modern approach to sales which also takes the most valuable and often lost elements of the past with it. One of the things I enjoyed most about the work was its personal narrative, which encourages the central message of the author even more in the sense of feeling that you are being spoken to on a one-to-one basis. The organization of the contents is also a really excellent feature as it makes the work accessible and easy to reference to go back to practical points that a budding businessperson may want to put into action. What results is a comprehensive and highly approachable guidebook. Overall, I would definitely recommend Selling With Heart: Growing Your Business With Authenticity and Trust to both would-be sellers and those already in the business for its wealth of helpful advice and easy to access material.

Alyssa Elmore

Discover the secrets of connecting from the heart with your clients in the marketing book, Selling With Heart (Growing Your Business With Authenticity and Trust) by Kym Cousins. Today, the buzzword in business is authenticity. While it appears that this enigmatic word is the basis of all business, no one has taken the time to explain in detail what it means until now. Gone are the days of oily sales pitches that left the seller and customer feeling dirty. People require authenticity and honesty. With the internet came the ability for anyone to become a salesperson online, offering their own unique brand and services. Only, many people find it hard to sell because they either don't know how to market themselves or their brand or are afraid of being pushy. Maybe they are afraid of stepping outside their comfort zone and putting themselves out there. Or maybe they were taught it was wrong to sell. These blocks create a dilemma, but the keys to successful sales, regardless of your personality or past beliefs, are in this book. Learn how to understand yourself before even trying to make your first sale. Then, uncover secrets that help you expertly communicate with your clients or customers. Next, create action plans that will give you and your business the opportunity for an excellent outcome. Are you ready to commit to a heart-based journey of business?

Selling With Heart by Kym Cousins is a must-read for anyone struggling with the confidence to grow their business or show their true soul-selves. I have been the owner of several online businesses and have had an excellent face-to-face selling record. However, in all of my online businesses, I was only marginally successful. When I discovered that I was an introvert, it made even less sense. It was my understanding that introverts aren't supposed to be able to sell. How then did I do so well before, but not now? I couldn't understand it. I was the girl that sold bark off a tree to total strangers and made hundreds of dollars a day in door-to-door sales. Why couldn't I show that same confidence in my adult life with my own businesses? I found the answers to these questions, plus so much more valuable information, within the pages of this book. Taking the reader by the hand, Ms. Cousins guides them step-by-step into the world of sales, starting with the past and moving into the present. Leading the reader through the various techniques and systems, this book is bound to become a sales Bible; I know I will be consulting it repeatedly. I recommend this book to anyone ready to open their businesses and their hearts to a more genuine way of selling.

Tammy Ruggles

Selling With Heart: Growing Your Business with Authenticity and Trust by Kym Cousins is a smart how-to book that teaches the reader or would-be salesperson the fine art of selling with heart. Cousins, an expert in sales, walks you through a brief history of sales techniques and trends; from the era of cold-calling through today's method of heart-led sales. Heart-led sales involve building a relationship with the customer, not just trying to score a sale. There is a certain amount of psychology involved, including sociology, and interpersonal communication (think body language), but the author breaks it down for the reader in language that is easy to understand. She relates personal experiences and lots of examples, which makes for a fun and interesting read instead of a speech in a lecture hall. The sales techniques she describes are those that almost anyone can adopt, and they all make sense when she explains them.

Kym Cousins presents her material in short, clearly-defined chapters, with plenty of lists and examples. She also shows what worked and what didn't work in previous methods of sales, and how sales, in general, have evolved over the years. What worked in 1970 doesn't work today. Selling with heart means building a rapport with potential customers, engaging with them to find out what they need and what is important to them--not just selling a product. Cousins said she learned a lot through the "Tupperware" sales approach, where salespeople mingle in a personal way with potential clients, where relationships are established at parties, and where a bond of trust is formed. Sometimes these bonds last for years, and this keeps the customer coming back. At the end of the book is a questionnaire to help the sales-minded audience figure out how to shift their thinking and possibly re-work their sales approach. Selling With Heart by Kym Cousins isn't a book that asks the salesperson to throw out current sales models--it just asks for a reassessment of approaches; tossing out the impersonal and adopting the heart-led model.

Liz Konkel

Selling With Heart: Growing Your Business with Authenticity and Trust by Kym Cousins is the ideal resource that business owners and salespeople need to sell and grow their businesses with confidence, heart, and courtesy. This resource is the ideal business tool for those starting out or looking to reclaim the heart in their sales approach. Cousins delves into ways everyone can find that human-to-human connection and put the heart back into customer relationships. Her tips and advice guide individuals to find the heart-led values in selling and discovering their sales superpowers. Reclaim these values in your sales and business through a genuine and honest mindset.

This is a well-organized resource that explores the ins and outs of running a successful business and becoming a successful salesperson while keeping your heart, finding your confidence, and maintaining honesty in your work. Cousins breaks down the history of buying and selling, which gives you a deeper understanding of selling and business with a look at the seedier side to selling, the rise of career training through Mary Kay and Avon, and at what comes next in the future of selling. This gives you a clear understanding of the nature of selling and the relationship with it. Cousins gives ways to break free from the pushy feeling that comes with the stereotypical car salesman or snake oil salesman. This is a positive business and sales resource that is genuine and grounded to help you find positive values for yourself and to put your heart into everything that you do.

Cousins will help you succeed on your own terms. Charts are included throughout which show consumer product examples, customer needs, and breakdowns of behavior clues customers give off and the best responses you should have. Cousins provides a resource that is about caring for your customers, about maintaining compassion and keeping your heart in your sales. Selling With Heart is an incredible resource that will help you discover positive value in your salesperson persona through tips on how to engage with consumers, build trust, and find success.

Asher Syed

Selling with Heart: Growing Your Business with Authenticity and Trust by Kym Cousins is a non-fiction self-help guide that encompasses all things sales, busting the myths and fears many seem to cling to on both the selling and buying end of small and large businesses. Cousins breaks down the components for a positive overhaul into eleven distinct chapters that cover everything from her own beginning and rise to internationally recognized expertise, the mindset, and self-awareness, to the perspective of the client or buyer and overcoming objections. All of this is woven together with the underlying message that Cousins attributes to her own success and the heart of selling, which is the importance of doing business with an abundance of integrity, personalized care, and confidence.

I think the first thing that struck me in Selling with Heart was how author Kym Cousins is able to make an immediate connection with a reader like me, harking back to personality differences between those who appear to be natural salespeople and those who have to learn. Regardless of where a reader falls between the two, the advice Cousins gives is that both can, and must, still do better. There's a great deal of hesitation when a client knows they are about to walk into a sales pitch, but it doesn't have to be that way. There's a human element that has long been lost in the sales-client relationship which is the actual relationship. Her failsafe roadmap bridges the divide and imparts a route of limitless possibility with a strategy that has served her and her successes time and time again.