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.
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.
|Publisher:||Career Press, Incorporated|
|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
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