In this episode of Making Sales Social, Brynne Tillman sits down with Tom Jackobs, creator of the Selling with Heart Framework, to explore how empathy and authenticity can transform your entire sales process. With over 30 years of experience, Tom shares how his HEART approach; Hugs, Engage, Ask, Referrals, and Testimonials, helps service professionals build genuine connections, earn trust, and double their sales without using high-pressure tactics. They dive into the power of empathy in sales, the art of engaging prospects through the What-Why-What-Why questioning technique, and how to turn satisfied clients into referral and testimonial champions. Plus, Tom reveals how his background in theater shaped his approach to scripting and delivering authentic, persuasive conversations.