Episode 154

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Published on:

11th Mar 2026

The Psychology Behind Heart-Led Sales

What if I told you you’re struggling in sales because you’ve been approaching it the wrong way? In this episode of the Sell by Being Human podcast, Alex Smith sits down with sales coach and entrepreneur Natasha Hemmingway to flip the script on everything you think you know about selling. Her message is simple but powerful. Sales is serving. And hustle? It might actually be pushing your dream clients away.

Natasha shares how growing up with a servant leader mom shaped her philosophy of heart over hustle, and why mindset, not strategy, is usually what holds entrepreneurs back. They unpack fear of rejection, fear of pricing too high, burnout, and the sneaky subconscious patterns that sabotage growth.

You’ll also hear her practical fear-to-faith framework, why most entrepreneurs are undercharging, and how being crystal clear in conversations builds trust fast.

If you want to grow your business without feeling pushy, awkward, or salesy, this conversation will change how you show up and how you close.

Key Takeaways

  1. Why hustle energy can secretly sabotage your sales
  2. The “Fear to Faith” cycle that breaks limiting beliefs
  3. How your subconscious affects pricing, confidence, and closing
  4. Why most entrepreneurs are undercharging
  5. The truth about “not all money being good money”
  6. How to qualify clients with clarity and integrity
  7. Why connection always beats persuasion

In This Episode:

  1. [00:00] Introduction & guest welcome
  2. [01:04] Personal connection & authenticity in sales
  3. [03:17] Natasha’s take on Sell by Being Human
  4. [05:06] Mindset and self-relationship in sales
  5. [06:14] Role models: Servant leadership & early influences
  6. [09:14] Sales beyond traditional roles
  7. [11:01] Defining hustle (and why it backfires)
  8. [13:31] Balancing hustle and heart: Client challenges
  9. [14:35] Strategy vs. mindset in sales success
  10. [18:38] Practicing what you preach: Natasha’s own journey
  11. [19:41] Faith, surrender, and decision-making
  12. [21:13] Qualifying clients & setting boundaries
  13. [22:03] Authenticity and invitation in sales calls
  14. [26:13] Sales as a universal skill
  15. [27:12] Sales in family & daily life
  16. [29:43] Mindset, fear, and the subconscious
  17. [30:20] Breaking through fear: The fear-to-faith cycle
  18. [36:13] Pricing, value, and worth in sales
  19. [38:06] What makes Natasha... Natasha
  20. [40:10] Family support & self-care
  21. [42:02] Where to find Natasha
  22. [42:19] Closing & gratitude

Notable Quotes

  1. [01:49] "At the end of the day, we aren't what we do; we are who we are" — Natasha
  2. [03:24] “Selling with heart, not hustle, is selling by being human." — Natasha
  3. [03:48] "I always say sales equals serving; you are serving a person." — Natasha
  4. [12:01] "Hustle can lead to burnout, and hustle can actually push people away from you." — Natasha
  5. [34:12] "If you don’t ask, you don’t know, and if somebody says no, what do you lose? Nothing." — Natasha
  6. [36:36] "General rule of thumb for most entrepreneurs: you are not charging enough. Period." — Natasha
  7. [39:09] “No matter the time or day, I’m always going to be there; I show up for people.” — Natasha

Our Guest

Natasha Hemmingway is a sales coach, consultant, and pricing profitability expert helping entrepreneurs and corporate sales teams grow revenue without sacrificing authenticity. Her philosophy Heart, Not Hustle empowers professionals to sell with integrity, confidence, and sustainable strategy.

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About the Podcast

Sell By Being Human
On the Sell By Being Human podcast, award-winning sales professional Alex Smith provides the proven way to harness your innate human skills like empathy, curiosity, and kindness to learn how to sell and navigate the sales journey.
This is where human connection and sales meet. You may be someone whose success depends on influence, negotiation, and your ability to create change, but you may reject aggressive sales tactics. Maybe you feel stuck in corporate "autopilot," knowing your best asset is your genuine personality, but you struggle to use it to get what you want. Then this channel is for you.

It will teach you how to close the gap between wanting to be ethical and feeling pressured to sell aggressively. You’ll also learn actionable strategies for translating emotional intelligence into high-trust results. Join Alex and top guests, including NY Times bestsellers, keynote speakers, and global founders, as they prove that being truly human is the ultimate sales advantage.

About your host

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Alex Smith

Alex Smith is a seasoned sales professional and podcast host who champions a human-first approach to selling. With nearly two decades of experience, he explores how empathy, curiosity, and genuine connection drive influence in everyday life. Through his podcast, he highlights stories from people across all professions, showing that anyone can persuade and create impact simply by being human.