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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?

It means

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
Hilton
Wyndam
Hyatt
Jaguar
RCI

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

Publisher ‏ : ‎ Weiser; First Edition (February 20, 2017)
Language ‏ : ‎ English
Paperback ‏ : ‎ 240 pages
ISBN-10 ‏ : ‎ 1632650746
ISBN-13 ‏ : ‎ 978-1632650740
Item Weight ‏ : ‎ 2.31 pounds
Dimensions ‏ : ‎ 6 x 0.6 x 8.9 inches