Learn a Better Way to Sell

In this episode, Bringing Joy to Tough Sales Days, Harry sits down with Vicki Joy O'Grady Longo, who calls herself ”the Joy Kindler,” to explore how she brings authentic joy to every sales conversation—even on the toughest days. Vicki shares her philosophy on relationship selling, the power of serving others, and practical strategies for connecting with prospects through empathy and preparation. From her morning gratitude rituals to writing her own eulogy, Vicki reveals the mindset shifts that transformed her approach to sales and life. This conversation is packed with wisdom on resilience, emotional intelligence, and selling with dignity.

Timeline

0:00 – Introduction
Harry introduces Vicki Joy O'Grady Longo and her unique approach to bringing joy to sales conversations.

0:32 – The Question: Do You Ever Have Down Days?
Harry asks Vicki how she maintains her joyful presence, even when she doesn't feel like it.

1:08 – Resiliency and Serving Others
Vicki discusses her well of resiliency and why serving others is both a calling and a craft.

2:45 – Love People to Sell
Vicki explains why loving people is essential to sales and shares a powerful story about connecting with a gastroenterologist.

3:24 – Pre-Meeting Preparation
How Vicki researches prospects through LinkedIn, Google, and publications before meetings.

3:58 – The Power of Asking and Pausing
Harry and Vicki discuss the emotional intelligence behind asking questions and giving space for authentic responses.

4:45 – Self-Reflection After Every Call
Vicki reveals her practice of asking ”Was it me?” after every interaction and how she evaluates her performance.

5:50 – Seven Times to Be Remembered
The importance of first impressions, doing homework, and bringing value (or joy) instead of aggravation.

6:49 – Looking the Part: Details Matter
Harry shares a story about polished shoes and why small details signal that you care.

7:48 – Becoming the Most Favored Person
Vicki's philosophy on selling ”wall to wall”—building relationships with everyone from the receptionist to the doctor.

8:44 – The 150 Things Before One Call
Vicki describes the mental Rolodex of tasks she completes before walking into an office and why it's exhausting.

9:48 – It's Not Menopause Brain
Harry and Vicki discuss information overload and why forgetting names isn't a crime.

10:43 – Morning Gratitude and Intention
Vicki shares her powerful morning ritual: thanking God, setting intentions, and choosing perspective over circumstances.

12:32 – Empathy for People in Pain
Why Vicki gives grace and mercy to everyone—from slow shoppers to people stuck in bathrooms.

13:58 – Authenticity: I'm 90% Joyful
Vicki admits she's not 100% joyful and shares how her husband keeps her accountable.

14:55 – Life is a Debit Card
Powerful reflections on mortality: ”There's no U-Haul behind a hearse.”

16:01 – Writing Your Eulogy
Vicki describes the transformative exercise of writing her own eulogy and letters from her family.

17:21 – Handwritten Thank You Notes
The lost art of handwritten notes and Vicki's ”I'm Grateful for You” cards.

18:36 – Closing Thoughts
Harry and Vicki exchange gratitude and reflect on the value of their conversation.

19:00 – Outro
Closing message encouraging listeners to subscribe and share the episode.

Key Takeaways:

• Sales is about serving, not selling
• Preparation and research show you care
• Self-reflection after every interaction drives improvement
• Gratitude and intention set the tone for your day