Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know

Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know

by Shari Levitin


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Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know by Shari Levitin

Are you making it difficult for your potential customers to buy from you?

Today's buyers are overloaded - overwhelmed by too much information and suffering from decision fatigue. Across industries, customers are delaying purchasing decisions or even choosing to stick with the status quo so they can avoid the dreaded "sales process."

In response, many sales professionals are overcompensating with behaviors that are either too accommodating or that create high pressure - and alienating potential buyers in the process.

How can you reconcile your need to meet sales targets with the customer's desire for a heartfelt, authentic sales approach?

Author Shari Levitin, creator of the Third-Level Selling system, offers a dynamic framework for effective selling in the Digital Age. Unlike other sales books that focus on abstract tips or techniques, Heart and Sell offers a science based real-world approach that will help you dramatically increase your sales--regardless of your level or industry.

  • Discover the 7 Key Motivators that influence every decision your customer will make.
  • Learn to align your sales process with how people buy--instead of fighting against it.
  • Harness the power of the Linking Formula to create true urgency.
  • Master the 10 Universal Truths so you can beat your sales quota without losing your soul.
  • Understand the 6 Core Objections and how you can neutralize them.

    In a market where the right approach is key, Heart and Sell shows you how to blend the new science of selling with the heart of human connection to reach more prospects and consistently close more deals.

  • Product Details

    ISBN-13: 9781632650740
    Publisher: Career Press, Incorporated
    Publication date: 02/20/2017
    Pages: 240
    Sales rank: 278,811
    Product dimensions: 6.00(w) x 8.90(h) x 0.60(d)

    About the Author

    Shari Levitin is recognized as a global expert in sales training and corporate sales strategies in over 48 countries and in seven languages. In 1990, she joined Marriott's Vacation Ownership division as a new, untrained salesperson. One year later, Levitin was named the top salesperson at her site and soon thereafter the top salesperson companywide. She is currently an adjunct professor at the University of Utah David Eccles School of Business teaching the first ever graduate sales course, "Pitch Perfect." In 1997, Levitin launched her own training company, Shari Levitin Group. Companies such as Hilton, Adobe, Hyatt, Sprint, Jaguar, RCI, Wyndham Worldwide, financial service groups, and countless individuals have attributed hundreds of millions of dollars of ROI to the unique Third-Level Selling. Shari Levitin's specialties include keynotes, presentation skills workshops, custom sales design, sales training, and sales strategies. To learn more, go to www.sharilevitin.com.

    Table of Contents

    Introduction 13

    Chapter 1 Success Starts With the Growth Equation 29

    Chapter 2 Emotions Drive Decision-Making 49

    Chapter 3 Freedom Lives in Structure 65

    Chapter 4 In Sales, No Never Means No 87

    Chapter 5 Trust Begins With Empathy 105

    Chapter 6 Integrity Matters 125

    Chapter 7 Anything That Can Be Told Can Be Asked 143

    Chapter 8 Emotional Commitment Precedes Economic Commitment 163

    Chapter 9 Removing Resistance Takes Persistance 183

    Chapter 10 Looking for Wrongs Never Makes You Right 207

    Notes 227

    Index 233

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