{"product_id":"selling-food-from-the-heart-how-to-build-trust-and-grow-case-sales-9798997309404","title":"Selling Food From the Heart: How To Build Trust and Grow Case Sales","description":"\u003cp\u003e\u003cb\u003eSix reps call on the same restaurant every single week. Only one gets trusted. This book shows you how to be that one.\u003c\/b\u003e\u003c\/p\u003e\u003cp\u003eYou know the grind. You walk through the back door of a restaurant kitchen at 6 a.m., dodge prep cooks and dish racks, and try to get five minutes with a buyer who has already been pitched by three competitors before breakfast. You quote. They counter. Someone undercuts you by a nickel a case, and an account you spent months building disappears without a phone call.\u003c\/p\u003e\u003cp\u003eHere is the hard truth no one told you when you started in wholesale food sales: the product is never your competitive advantage. Every competitor can source similar tomatoes, similar chicken breasts, similar olive oil. They can match your pricing within pennies. The product has been commoditized. \u003ci\u003eYou\u003c\/i\u003e are the only thing that cannot be.\u003c\/p\u003e\u003cp\u003e\u003ci\u003eSelling Food From The Heart\u003c\/i\u003e is the first book written specifically for wholesale food salespeople - the reps, route drivers, DSMs, and sales leaders who feed America's restaurants, hotels, hospitals, and caterers. Drawing on the principles of the bestselling \u003ci\u003eSelling From The Heart\u003c\/i\u003e and applying them to the unique pressures of food distribution, Larry Levine delivers a practical operating system for building the kind of trust that no GPO can negotiate away and no competitor can undercut.\u003c\/p\u003e\u003cp\u003eInside, you will discover: \u003c\/p\u003e\u003cul\u003e\n\u003cli\u003e\n\u003cb\u003eThe Trust Formula\u003c\/b\u003e - a concrete equation that turns authentic relationships and meaningful value into durable, price-resistant accounts\u003c\/li\u003e\n\u003cli\u003e\n\u003cb\u003eThe three pillars\u003c\/b\u003e - Heart Set, Mindset, and Skill Set - and how to develop each one in the context of kitchen-door selling\u003c\/li\u003e\n\u003cli\u003e\n\u003cb\u003eWhy 42% of restaurant operators are running unprofitable businesses\u003c\/b\u003e - and how understanding their financial reality transforms you from order taker to indispensable partner\u003c\/li\u003e\n\u003cli\u003e\n\u003cb\u003eThe \"Empty Suit\" trap\u003c\/b\u003e - how most reps unknowingly train their buyers to see every salesperson as a commodity, and exactly how to break free\u003c\/li\u003e\n\u003cli\u003e\n\u003cb\u003eBusiness acumen that changes everything\u003c\/b\u003e - menu engineering, food cost analysis, supply chain intelligence, and labor dynamics that make buyers lean in instead of tuning out\u003c\/li\u003e\n\u003cli\u003e\n\u003cb\u003eThe Follow-Through Gap\u003c\/b\u003e - the single discipline that separates trusted partners from forgotten reps, and a simple system to close it\u003c\/li\u003e\n\u003cli\u003e\n\u003cb\u003eHow to sell value when every competitor is selling price\u003c\/b\u003e - a three-layer value framework built for the realities of wholesale food\u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003eEach chapter opens with a real story from the field - a produce rep who helped break down chicken thighs beside her buyer at dawn, a dairy salesperson who lost everything to broken promises, a veteran who rebuilt her career by asking one question no rep had ever asked. These are not hypotheticals. This is what selling from the heart looks like in a kitchen.\u003c\/p\u003e\u003cp\u003eFeaturing a foreword by Joe Theesfeld, Division President of a leading broadline distributor, a letter from a restaurant owner revealing what buyers actually want from their reps, and field-tested results from sales teams who put these principles to work and watched their cultures - and their numbers - transform.\u003c\/p\u003e\u003cp\u003eWhether you sell produce, proteins, dairy, dry goods, frozen, or specialty items, this book will change how you show up at every kitchen door. Your buyers do not need another price sheet. They need a partner they can trust. This book shows you how to become one.\u003c\/p\u003e\u003cp\u003e\u003ci\u003e\"In this business, I need someone I can count on more than I need someone I like.\"\u003c\/i\u003e - A buyer, quoted in the book\u003c\/p\u003e\u003cp\u003eThe wholesale food industry needs you. Not the scripted, price-quoting version. The real you.\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAuthor:\u003c\/b\u003e \u003ca href=\"https:\/\/njcorrectionsbookstore.com\/search?type=product%2Carticle%2Cpage\u0026amp;q=AUTH-12097347\"\u003eLarry Levine\u003c\/a\u003e\u003cbr\u003e\u003cb\u003ePublisher:\u003c\/b\u003e Selling from the Heart\u003cbr\u003e\u003cb\u003ePublished:\u003c\/b\u003e 07\/30\/2026\u003cbr\u003e\u003cb\u003ePages:\u003c\/b\u003e 82\u003cbr\u003e\u003cb\u003eBinding Type:\u003c\/b\u003e Paperback\u003cbr\u003e\u003cb\u003eWeight:\u003c\/b\u003e 0.23lbs\u003cbr\u003e\u003cb\u003eSize:\u003c\/b\u003e 8.50h x 5.50w x 0.17d\u003cbr\u003e\u003cb\u003eISBN13:\u003c\/b\u003e 9798997309404\u003cbr\u003e\u003cb\u003eBISAC Categories:\u003c\/b\u003e\u003cbr\u003e- \u003ca href=\"https:\/\/njcorrectionsbookstore.com\/search?type=product%2Carticle%2Cpage\u0026amp;q=CAT-BUS\"\u003eBusiness \u0026amp; Economics\u003c\/a\u003e | \u003ca href=\"https:\/\/njcorrectionsbookstore.com\/search?type=product%2Carticle%2Cpage\u0026amp;q=BISAC-BUS058000\"\u003eSales \u0026amp; Selling | General\u003c\/a\u003e\u003cbr\u003e- \u003ca href=\"https:\/\/njcorrectionsbookstore.com\/search?type=product%2Carticle%2Cpage\u0026amp;q=CAT-BUS\"\u003eBusiness \u0026amp; Economics\u003c\/a\u003e | \u003ca href=\"https:\/\/njcorrectionsbookstore.com\/search?type=product%2Carticle%2Cpage\u0026amp;q=BISAC-BUS043020\"\u003eMarketing | Industrial\u003c\/a\u003e\u003cbr\u003e\u003cp\u003e\u003ci\u003eThis title is not returnable\u003c\/i\u003e\u003cbr\u003e\u003c\/p\u003e","brand":"Selling from the Heart","offers":[{"title":"Default Title","offer_id":55687761494315,"sku":"9798997309404","price":16.18,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0884\/7966\/2379\/files\/9798997309404.jpg?v=1790357417","url":"https:\/\/www.txcorrectionsbookstore.com\/products\/selling-food-from-the-heart-how-to-build-trust-and-grow-case-sales-9798997309404","provider":"TX CorrectionsBookstore","version":"1.0","type":"link"}