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Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know Paperback – February 20, 2017
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From the Publisher
From Shari Levitin
My whole mission is to teach ethical behaviors to sales-people. That's the point of my system: building an authentic connection. If you simply use sales techniques and don’t genuinely care for and connect with your customers, you’ll falter. You’ll sound staged, even manipulative.
At its core, this is a book about human connection. It’s about how to use proven sales skills without losing your authenticity. Plenty of books will help you maximize your profits and get the most out of your employees. Those books are rife with techniques to ignite and incentivize your sales force, and they have their place in the world.
This is not one of those books.
Instead, this book will change the way you think about what it means to put your heart into what you’re selling. The philosophy in this book is the real game-changer: It’s a shift in perspective, a leap of faith that many of the world’s most successful leaders-in sales, in politics, in any business-have made.
Now you can too.
What does it mean to have your heart in selling?
Living in an ethical and principled manner, of course.But more than that, it means genuinely caring about improving the lives and businesses of your customers. It means understanding human needs and behavior, and using that understanding to form an authentic connection, rather than trying to finesse a quick sale.
Leaving space to truly listen rather than bulldozing your way through a meeting. It means listening for the emotion behind the words-and caring about what you hear.
Above all, it means living these principles in every aspect of your life.
10 Universal Truths every sales person needs to know:
- Success Starts With the Growth Equation
- Emotions Drive Decision-Making
- Freedom Lives in Structure
- In Sales, No Never Means No
- Trust Begins With Empathy
- Integrity Matters
- Anything That Can Be Told Can Be Asked
- Emotional Commitment Precedes Economic Commitment
- Removing Resistance Takes Persistance
- Looking for Wrongs Never Makes You Right
Shari has worked inside many Fortune 500 companies
- New York Times
- Sales Force
A Must for anyone selling anything
A fresh, real-world approach that will 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 in order to reach more prospects and consistently close more deals.
- 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
--Eric Chester, acclaimed workforce development expert and best-selling author of On Fire At Work, Reviews
"The Millennial generation, larger than Baby Boomers and three times the size of Generation X, are leading the charge against old school, high-pressured sales tactics. Heart and Sell couldn't have come at a better time. Shari Levitin masterfully blends the new science of selling with honesty, authenticity, and human connection. Want to increase sales and enhance your culture? Immerse yourself in Heart and Sell!"
--Will Spendlove, vice president of product marketing, Salesforce, Reviews
"In this game-changing book, Shari Levitin shows you how to excel in sales without losing your soul."
--Jill Konrath, author of More Sales, Less Time; SNAP Selling; and Selling to Big Companies, Reviews
"Levitin is an amazing speaker and author. Heart and Sell is filled with wit, wisdom, and humor. A MUST for anyone selling anything."
--Patricia Fripp, Past President National Speakers Association, CSP, CPAE Sales PresentationTrainer, Keynote Speaker, Executive Speech Coach, Reviews
"If you practice just one of Levitin's universal truths, you'll have immediate success. So why not put all ten into action… and watch out! A tour de force for anyone interested in selling, serving, or living a more authentic life."
--Shep Hyken, New York Times best-selling author of The Amazement Revolution, Reviews
About the Author
- Item Weight : 12 ounces
- Paperback : 240 pages
- ISBN-10 : 1632650746
- ISBN-13 : 978-1632650740
- Product Dimensions : 6 x 0.55 x 9 inches
- Publisher : Weiser; First Edition (February 20, 2017)
- Language: : English
- Best Sellers Rank: #433,578 in Books (See Top 100 in Books)
- Customer Reviews: