{"id":1308,"date":"2017-02-21T09:50:33","date_gmt":"2017-02-21T14:50:33","guid":{"rendered":"https:\/\/www.peaksalesrecruiting.comblog\/heart-and-sell-shari-levitin\/"},"modified":"2023-03-08T19:39:41","modified_gmt":"2023-03-08T19:39:41","slug":"heart-and-sell-shari-levitin","status":"publish","type":"post","link":"https:\/\/www.peaksalesrecruiting.com\/blog\/heart-and-sell-shari-levitin\/","title":{"rendered":"Heart and Sell: One-on-One Interview with Shari Levitin"},"content":{"rendered":"<p><noscript><br data-mce-bogus=\"1\"><\/noscript><noscript><br data-mce-bogus=\"1\"><\/noscript><noscript><br data-mce-bogus=\"1\"><\/noscript><noscript><iframe allowfullscreen=\"allowfullscreen\" frameborder=\"0\" height=\"315\" src=\"https:\/\/www.youtube.com\/embed\/Wi2Rx48f7p8\" width=\"560\"><\/iframe><\/noscript><\/p>\n<p><iframe title=\"Heart and Sell: One-on-One Interview with Shari Levitin\" width=\"500\" height=\"281\" src=\"https:\/\/www.youtube.com\/embed\/Wi2Rx48f7p8?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe><\/p>\n<p>Today\u2019s buyers are overwhelmed with too much information\u00a0\u2014 delaying purchasing decisions and resulting in lost sales. In order to compensate, several sales professionals are either over-accommodating or creating high pressure which alienates prospects in the process.<\/p>\n<p>So, how does a salesperson meet sales targets while satisfying the customer\u2019s desire for a heartfelt, authentic sales approach?\u00a0<a href=\"https:\/\/www.sharilevitin.com\/\" target=\"_blank\" rel=\"noopener\">Shari Levitin<\/a>\u2018s new book <a href=\"https:\/\/amzn.to\/2lTj3zi\" target=\"_blank\" rel=\"noopener\">Heart and Sell<\/a> answers just that.<\/p>\n<p>In <em>Heart and Sell<\/em>, Shari shows you how to blend the <a href=\"\/2016-b2b-sales-trends\/\">new science of selling<\/a> with the heart of human connection in order to reach more prospects and consistently close more deals.<\/p>\n<h2><strong>Peak Sales Marketing Specialist and Sales Hiring Expert <\/strong><a href=\"https:\/\/ca.linkedin.com\/in\/taylor-dumouchel-0061a190\" target=\"_blank\" rel=\"noopener\"><strong>Taylor Dumouchel<\/strong><\/a><strong> caught up with Shari to discuss her new book:<\/strong><\/h2>\n<h3><span style=\"font-size: 18pt;\"><strong>Shari, what was your inspiration for writing Heart and\u00a0Sell?<\/strong><\/span><\/h3>\n<p>Several years ago I was teaching a sales seminar in Mexico, when a salesperson in the back of the room raised his hand. He said he liked the strategies I was teaching, \u00a0then he asked, \u201cBut won\u2019t the customer feel sort of,\u00a0 well, <em>manipulated<\/em> by all of these sales techniques?\u201d<\/p>\n<p>I had never been asked that question before, and it threw me.<\/p>\n<p>Fortunately, that evening I was invited to dinner with the top salespeople at the seminar. An older gentleman introduced himself as Apapacho. \u201cApapacho?\u201d I asked. I hadn\u2019t heard that name before.<\/p>\n<p>He said it was \u00a0a nickname meaning \u2018hugger,\u2019 or \u2018affectionate one.\u2019\u201d He told me that he\u2019d never received formal sales training, but absolutely loved his customers. At that moment, I knew I had my answer for the salesperson in the back of the room and, much later, the idea for my book, Heart and Sell.<\/p>\n<p>This experience set my mind in motion. I started to ask myself some questions. What makes a great salesperson: nature or nurture? What\u2019s more important in selling: techniques or genuine empathy? What if you could combine the two \u2014 both heart and sell? Seeking answers to these questions, I made it my mission to study top sales leaders and salespeople in various industries.<\/p>\n<p>For each person I studied, I asked myself:<\/p>\n<ul>\n<li>What did they say\u2014and what <em>didn\u2019t<\/em> they say?<\/li>\n<li>How did they do it?<\/li>\n<li>Did they have secret tricks or best practices they could share?<\/li>\n<\/ul>\n<p><img decoding=\"async\" class=\"aligncenter size-full wp-image-14788\" src=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/Heart-and-Sell-Shari-Levitin2.png?strip=all\" sizes=\"(max-width: 700px) 100vw, 700px\" srcset=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/Heart-and-Sell-Shari-Levitin2.png?strip=all 700w, https:\/\/www.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/1_Heart-and-Sell-Shari-Levitin2-300x64.png 300w\" alt=\"Heart and Sell Shari Levitin2\" width=\"700\" height=\"150\" \/><\/p>\n<p>I learned that top salespeople know how to balance the science of selling with heartfelt connection. They also understand that, unless they really know <em>themselves<\/em>, they\u2019ll never truly connect with their customers\u2014or anyone else, for that matter.<\/p>\n<p>They know that what you do matters, but <em>who<\/em> you are matters more.<\/p>\n<p>The Ten Universal Truths contained in my book are all about achieving that balance and connecting more deeply with your authentic self.<\/p>\n<h3><span style=\"font-size: 18pt;\"><strong>The book is a model for <\/strong><strong>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. What makes selling with the heart more effective?<\/strong><\/span><\/h3>\n<p>We live in a world of fake news, or what\u2019s been called, \u201cThe Post Truth Era.\u201d Trust is more difficult to build than ever before. A recent <a href=\"https:\/\/www.gallup.com\/\" target=\"_blank\" rel=\"noopener\">Gallup<\/a> poll found that customers consider salespeople such as real estate agents, auto dealers and phone reps among the <em>least<\/em> ethical of all professions; only lobbyists and members of Congress ranked lower! If we as salespeople aren\u2019t coming from a place of integrity, customers know it instantly. Today\u2019s buyers, as I\u2019m sure you\u2019ll agree, are savvier than ever, and they\u2019re wary of staged presentations and canned pitches.<\/p>\n<p>It\u2019s \u00a0the combination of both skills and character, the mixing and blending of these ingredients together, that creates long term success.\u00a0 In his book, <em>The Road to<\/em> <em>Character,<\/em> David Brooks (opinion columnist for the <a class=\"zem_slink\" title=\"The New York Times\" href=\"https:\/\/twitter.com\/nytimes\" target=\"_blank\" rel=\"noopener twitter\">New York Times<\/a>) discusses the difference between \u201cresume virtues\u201d and \u201ceulogy virtues.\u201d According to Brooks, resume virtues are those skills you bring to the marketplace\u2014qualities like drive, competition, and gregariousness. The eulogy virtues, on the other hand, are the ones people will talk about at your funeral. Were you kind? Honest? Empathetic? Loyal? In the book, he states, \u201cMany of us are clearer on how to build an external career than on how to build inner character.\u201d We need to ask ourselves, \u201cWhat do I want my\u00a0 legacy to be? How do I want to be remembered?\u201d Selling with heart means knowing what to say and do, but sustained success requires virtues like integrity, empathy and optimism.<\/p>\n<h3><span style=\"font-size: 18pt;\"><strong>How can a salesperson build a strong relationship with a prospect but be assertive at the same time?<\/strong><\/span><\/h3>\n<p>Top-performing sales reps build a structure to ensure they\u2019re performing the right sales steps in the right order. But they also know when to turn the heat up or down depending on the emotional reaction of their prospects.<\/p>\n<p>In my experience, many salespeople either lead too much with relationship or are too aggressive. They don\u2019t have the structure, the mastery, or the confidence to make it, as Goldilocks says, \u201cJUST RIGHT.\u201d<\/p>\n<p><img decoding=\"async\" class=\"aligncenter size-full wp-image-14776\" src=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/Heart-and-Sell1.png?strip=all\" sizes=\"(max-width: 600px) 100vw, 600px\" srcset=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/Heart-and-Sell1.png?strip=all 600w, https:\/\/www.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/1_Heart-and-Sell1-300x241.png 300w\" alt=\"Heart and Sell Shari Levitin\" width=\"600\" height=\"482\" \/><\/p>\n<p><strong><em>The Middle Way\u2014Respectfully Assertive <\/em><\/strong><\/p>\n<p>Respectfully assertive salespeople continually ask themselves:<\/p>\n<ul>\n<li>Am I providing valuable insights that are distinct from my competitors?<\/li>\n<li>Is my prospect bored?<\/li>\n<li>Is she engaged?<\/li>\n<li>Do I need to ask tougher questions?<\/li>\n<li>Is she fearful? Have fight-or-flight hormones hijacked her brain?<\/li>\n<li>Should I ask them to buy now after that obvious buying signal?<\/li>\n<li>Should I back off?<\/li>\n<\/ul>\n<h3><span style=\"font-size: 18pt;\"><strong>What are some techniques you recommend for salespeople to ramp up their rapport-building techniques and establish a sense of trust?<\/strong><\/span><\/h3>\n<p>Most salespeople have been told that, to earn trust, you have to get your customers to like you. That\u2019s backwards. Earning someone\u2019s trust doesn\u2019t start with getting customers to like you. It begins with empathy; with <em>you<\/em> caring about <em>them.<\/em> Trust follows empathy. Otherwise, we\u2019re just another salesperson with a hand in our prospect\u2019s pocket.<\/p>\n<p><img decoding=\"async\" class=\"aligncenter size-full wp-image-14787\" src=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/Shari-Levitin-Hear-and-Sell.png?strip=all\" sizes=\"(max-width: 700px) 100vw, 700px\" srcset=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/Shari-Levitin-Hear-and-Sell.png?strip=all 700w, https:\/\/www.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/1_Shari-Levitin-Hear-and-Sell-300x64.png 300w\" alt=\"Heart and Sell Shari Levitin\" width=\"700\" height=\"150\" \/><\/p>\n<p>You become more empathetic by establishing rapport. Rapport is a precursor to empathy. You\u2019ve almost certainly heard about establishing rapport in sales seminars you\u2019ve taken. In my experience, most salespeople are taught to view rapport simply as a box to check. Match and mirror. Pace. That\u2019s all useful, but where\u2019s the humanity that animates this new relationship with your prospect?<\/p>\n<p>Here is a sampling of methods to build rapport:<\/p>\n<h4>1. Be interested in their battles.<\/h4>\n<p>Each time you meet a prospect, find at least one positive character trait and offer a sincere compliment. Not just \u201cHey, that\u2019s a cool jacket,\u201d or \u201cWow, what a beautiful bracelet!\u201d Is he patient with his kids? Is he funny? Is her work fascinating?<\/p>\n<h4>2. Notice the purple hats.<\/h4>\n<p>You\u2019ve probably heard the expression, \u201cWe need to talk about the elephant in the room\u201d. Think of it like this: If I invite you to our home in Park City, Utah for dinner, and there in the foyer is a circus elephant squatting next to the grand piano, would you say anything? If you don\u2019t, it\u2019s going to be awkward for both of us. Likewise, when you meet someone whose appearance shouts, \u201cLook at me!\u201d You have to look. You have to comment. \u201cNice hat! Where\u2019d you get those feathers?\u201d or \u201cHow long did it take you to get forty-six tattoos?\u201d\u00a0 Selling would be so easy if we only had to sell to people with our appearance, background, and tastes.\u00a0 But that\u2019s not how the game is played.<\/p>\n<p><strong>3. Let them talk about themselves.<\/strong><\/p>\n<p>We trust the people who take the time to get to know us. But giving someone else the floor is difficult to do. Research from the <em>Harvard Business Review<\/em> shows that, on average, people spend 60% of their time talking about themselves, a number that increases to 80% on social media. The Greek philosopher Epictetus said it first: \u201cWe have two ears and one mouth, so we can listen twice as much as we speak.\u201d<\/p>\n<h3><span style=\"font-size: 18pt;\"><strong>You talk about the power of the \u2018right questions\u2019 and how questions help us fall in love. How can a salesperson determine what questions are right for him or her?<\/strong><\/span><\/h3>\n<p>Getting the attention of your prospects, gaining commitment and reaching consensus now is the greatest challenge salespeople face. In this age of information overload it\u2019s difficult for prospects to sort through the clutter and the complexities of your product offering. You need to guide the conversation and travel the most direct route.<\/p>\n<p>As an analogy, can you imagine driving from one end of the country to the other without directions? You may eventually get to your destination, but without a map or GPS, you\u2019ll take far longer than necessary.<\/p>\n<p>Your customers may not be as flexible. When your presentation is too long or off-point due to a lack of precision, your customers, to continue the analogy, may simply<em> run out of gas<\/em>. Your customers today are busy. They\u2019re overwhelmed. Side-road conversations that aren\u2019t relevant to them are simply an annoyance.\u00a0 You\u2019ve got to keep them speeding down the Interstate; not getting lost on side roads.<\/p>\n<p>Your job is to ask questions, I call this the discovery phase, so that you can provide solutions that are specific to their needs\u2014the WIFM or \u201cWhat\u2019s In it For Me?\u201d Your questions must follow a logical order\u2014in other words, you start by gathering facts, and then progress to deeper questions that uncover customers\u2019 problems and emotional motivators.<\/p>\n<p>Craft a Discovery that helps you uncover what I call <em>The Big Four:<\/em><\/p>\n<ol>\n<li><strong>First Level Questions: <\/strong>Get the facts about your customer\u2019s current situation with First and Second Level Questions.<\/li>\n<li><strong>Second Level Questions: <\/strong>Find the problem- Dig deep to determine the implications of the problem.<\/li>\n<li><strong>Third Level questions: <\/strong>Discover the dominant buying motive or emotional motivators<\/li>\n<li><strong>Uncover hidden objections or concerns.<\/strong><\/li>\n<\/ol>\n<h3><span style=\"font-size: 18pt;\"><strong>In Chapter 8, you discuss how most salespeople incorrectly assume that they can create a sense of urgency by threatening scarcity or appealing to greed. What is the most effective way of creating a sense of urgency?<\/strong><\/span><\/h3>\n<p>No one cares if there\u2019s only two left, or the price goes up next week, if they don\u2019t want or need what you are selling in the first place. You can\u2019t hijack your customers\u2019 minds and force your incentives upon them.<\/p>\n<p><img decoding=\"async\" class=\"aligncenter size-full wp-image-14789\" src=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/Heart-and-Sell-Shari-Levitin3.png?strip=all\" sizes=\"(max-width: 700px) 100vw, 700px\" srcset=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/Heart-and-Sell-Shari-Levitin3.png?strip=all 700w, https:\/\/www.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/1_Heart-and-Sell-Shari-Levitin3-300x64.png 300w\" alt=\"Heart and Sell Shari Levitin\" width=\"700\" height=\"150\" \/><\/p>\n<p>You can\u2019t create urgency without a prospect\u2019s permission. But people will give you permission if they are emotionally committed to what you are selling. When you align what you\u2019re selling with what they\u2019re feeling, they will open their hearts. And their wallets.<\/p>\n<p>I\u2019ve seen countless salespeople ask poignant discovery questions only to deliver a generic sales presentation. At this point, your customers want to know one thing: <em>What\u2019s in it for me?<\/em> (WIFM). They want to know you can fulfill their desires and solve their problems. But before you can link their needs with your offer and make a compelling case for your product, you must confirm that you got the information right.<\/p>\n<p>In other words, no matter what you\u2019re selling, or whom you\u2019re selling to, you must complete each of these three steps in order to build that vital sense of emotional urgency.<\/p>\n<p>Here\u2019s the process:<strong>\u00a0<\/strong><\/p>\n<p><strong>\u2022 Confirm your customer\u2019s wants, needs, and concerns.<\/strong><\/p>\n<p>Salespeople often assume they\u2019ve discovered the accurate information, but they miss or misinterpret critical facts. And we all know what happens when we assume. Depending on your sales process, you can either launch into a confirmation statement directly after your Discovery or at the beginning of a follow-up meeting. Information confirmation is, simply, the act of repeating back the information you heard and getting confirmation that what you heard is, in fact, what the customer meant.<\/p>\n<p><strong>\u2022 Link their wants and needs to your product or service<\/strong><\/p>\n<ul>\n<li><strong>Good<\/strong> salespeople do a Discovery.<\/li>\n<li><strong>Better<\/strong> salespeople ask the right questions in the Discovery to uncover the Big Four: First Level facts, Dominant Buying Motive (DBM), Problems, and Objections.<\/li>\n<li><strong>The Best <\/strong>salespeople actually take the information from the Discovery and <u>link<\/u> it emotionally to the features and benefits of their product. And then gain comittment. Our brains love stories, but our hearts cherish them even more. For years, I told this story to couples who, at the moment of truth, just couldn\u2019t make a decision. It almost always pushed them over the edge.<\/li>\n<\/ul>\n<p><strong>\u2022 Create an emotional experience through evocative stories and a memorable sales experience<\/strong><\/p>\n<p>New research confirms that hearing the right stories at the right time cause the brain to release oxytocin, the neurochemical responsible for empathy. Oxytocin, dubbed the \u201cMoral Molecule,\u201d by neuroeconomist Paul Zak, makes people more trustworthy, generous, charitable, and compassionate! Researchers experimented on customers in a sales environment, having them ingest oxytocin through their nasal cavity to see if they would become more trusting and empathetic. (I figure if you can get a complete stranger to sniff an unknown chemical, he probably trusts you already!)<\/p>\n<p>Even if your prospect is interested in the facts of your offering, he won\u2019t be inspired to act without his emotions leading the charge. Your customer may <em>think<\/em> your solution is right in his head, but he\u2019ll only take action when it feels right in his heart.<\/p>\n<h3><span style=\"font-size: 18pt;\"><strong>You mention that top performers celebrate the word \u201cno\u201d and learn from it. Why do salespeople need to hear the word \u201cno\u201d and what techniques can they use when they hear it?<\/strong><\/span><\/h3>\n<p>Salespeople are often taught that No\u2019s are a necessary evil, or a hurdle to overcome. But top performers think of No\u2019s differently. They look for the No\u2019s. Instead of setting goals for the number of Yes\u2019s they get, they actually celebrate their No\u2019s and learn from them. As Winston Churchill said, \u201cSuccess consists of going from failure to failure without loss of enthusiasm.\u201d<\/p>\n<p>I find that many salespeople simply don\u2019t know what to do when they hear the word \u201cNo.\u201d So here are some guidelines:<\/p>\n<p><strong>Listen fully before you respond<\/strong>. Don\u2019t become defensive. I am always amused at salespeople who apologize or criticize customers when they disagree. Breathe. Let the customer finish their train of thought. Now ask yourself: is this a deal killer? Many objections are valid\u2014the customer just needs more information. Some test you to gauge if you will answer their concerns truthfully.<\/p>\n<p>When I hear an objection in the sales process, I listen fully. I validate the concern by saying \u201cI can absolutely see why you\u2019d feel that way,\u201d or \u201cThat\u2019s a valid concern.\u201d I may even state their objection more strongly. \u201cYou certainly don\u2019t want to invest in a product that doesn\u2019t work for you. It sounds like you have enough on your plate.\u201d Then I wait for agreement. When I hear it, I\u2019ll confirm: \u201cThis is good. We\u2019re on the same page.\u201d<\/p>\n<p>You can\u2019t bring someone to your side of reasoning if you won\u2019t first move to theirs! Now, you can share more information, ideas, and an awesome rebuttal.<\/p>\n<p><strong>Remember that questions are often objections in disguise<\/strong>. One of my business school students worked for an aircraft-part manufacturer attempting to close a major deal with the government. The customer asked, \u201cHow much testing did you do?\u201d<\/p>\n<p>My student was taught to ask himself: What\u2019s the real concern here? What\u2019s the \u2018no\u2019 or the barrier underneath the question? By doing so, he discovered that what the customer was <em>really<\/em> asking was: Is this model safe? Do we need to launch additional testing before bringing it to market?<\/p>\n<p>Again, think before you act. No never means no. Which means you should never bulldoze your way through with a rebuttal. Instead: listen, analyze, and respond to the concerns the customers express\u2014and the concerns they may not even know to express.<\/p>\n<p><strong>Know when to isolate a \u201cno<\/strong>.\u201d You\u2019ve had it happen before: Customers that rattle off question after question, concern after concern. It sounds like an endless sea of \u201cno\u2019s.\u201d Don\u2019t give up. Instead, ask a question that isolates the customer\u2019s concern and listen carefully for the response.<\/p>\n<p>A hotel company who books large events and weddings was working with a very upscale client. One of their top salespeople, Natasha, had answered about 10 questions when the customer asked, \u201cDo you allow pets?\u201d<\/p>\n<p>Instead of answering yes or no, she isolated the concern by asking, \u201cWould that be important to you in your decision to secure a venue?\u201d<\/p>\n<p>The customer thought a moment and said it would be nice, but not essential.<\/p>\n<p>Some questions aren\u2019t a \u201cno\u201d at all.\u00a0 You just need to isolate the deal breakers from the chatter.<\/p>\n<h3><span style=\"font-size: 18pt;\"><strong>Finally, can you tell us how using the strategies mentioned in your book, and selling with the heart, has helped you?<\/strong><\/span><\/h3>\n<p>Writing Heart and Sell and attempting to live the truths in Heart and Sell, has helped me redefine happiness and contentment. Mastering happiness is the same as mastering any skill. Whether you\u2019re a professional artist, musician, or athlete, it takes persistence and time to become a master.<\/p>\n<p>You need to do a lot of little things right; it requires tireless determination and consistency in your attitude and efforts. It can be a real challenge to wake up happy everyday.\u00a0 That\u2019s why you need to make a conscious choice to incorporate rituals of happiness into your daily practice.<\/p>\n<p>Positivity is a skill. Like a golf game, it must be examined, practiced, and perfected. Make these small rituals a part of your life\u2014and I guarantee you\u2019ll see a big impact.<\/p>\n<p>I also learned from TED speaker, Sean Anchor, that this <em>\u201cHappiness fuels success, not the other way around.\u201d\u2014 <\/em>when you feel positive, dopamine floods your system and not only makes you happier, but turns on the learning centers in your brain, making you more receptive to new ideas and solutions. I not only feel happier, but mu business is booming.<\/p>\n<p>Most importantly, I have learned why I do what I do, so I keep on going when times are tough.<\/p>\n<p>As Frederick Nietzsche said, \u00a0\u201cHe who has a why can endure any how.\u201d\u2014Don\u2019t just ask yourself why you do what you do. Ask yourself: who do you want to be? What gives your life meaning?\u00a0 This is the most important question we can ask ourselves. It\u2019s a much more important question than, \u201cWhat are my goals? What actions must I take to reach them?\u201d Everything, from your goals to your strategies, flows from knowing who you are and why you\u2019re doing something.<\/p>\n<p>I\u2019ve learned that to get trust, give trust. To earn respect, give respect. To be applauded for your talent, look for talent in others. The happiness that comes from excellence cannot be bought; the joy derived from sharing your heart cannot be measured. Building skill matters, but building character matters more.<\/p>\n<p><em><a href=\"https:\/\/amzn.to\/2lTj3zi\" target=\"_blank\" rel=\"noopener\">Click here<\/a> to order\u00a0your copy of Shari\u2019s new book, Heart and Sell.\u00a0<\/em><\/p>\n<h3>About Shari:<\/h3>\n<p><img decoding=\"async\" class=\"size-full wp-image-14468 alignleft\" src=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/Shari-Levitin.png?strip=all&resize=150%2C150\" alt=\"Shari Levitin\" width=\"150\" height=\"150\" \/>An internationally known sales strategist, writer, speaker and entrepreneur, Shari Levitin\u00a0is CEO of Shari Levitin Group, a global training and consulting firm with clients in over 48 countries, and one of <em>Inc. Magazine\u2019s <\/em>Fastest Growing Companies.<\/p>\n<p>Companies including Hilton, Hyatt, Adobe, RCI, Jaguar, Wyndham Worldwide, financial service groups, and countless individuals have all benefited from Levitin\u2019s pioneering Third Level Selling\u2122 techniques. Shari Levitin Group also includes Levitin Learning, a unique virtual university with more than 240 online courses. Levitin is also an adjunct professor at the University of Utah, David Eccles School of Business, teaching their first ever graduate sales course entitled Pitch Perfect.<\/p>\n<p>relpost-thumb-wrapper<\/p>\n<div class=\"relpost-thumb-wrapper\"><!-- filter-class --><\/p>\n<div class=\"relpost-thumb-container\">\n<h3>Related posts<\/h3>\n<div style=\"clear: both;\"><\/div>\n<div style=\"clear: both;\"><\/div>\n<p><!-- relpost-block-container --><\/p>\n<div class=\"relpost-block-container\">\n<div class=\"relpost-custom-block-single\" style=\"width: 150px; height: 215px;\">\n<div class=\"relpost-block-single-image\" style=\"background: transparent url('https:\/\/g9d6c5a5.rocketcdn.me\/wp-content\/uploads\/2017\/03\/5-Skills-Feature-150x150.png') no-repeat scroll 0% 0%; width: 150px; height: 150px;\" role=\"img\" aria-label=\"5 Skills the Best Salespeople Possess\"><\/div>\n<div class=\"relpost-block-single-text\" style=\"font-family: ProximaNova, sans-serif; ;  font-size: 15px; color: #6eba57;\">Do Your Salespeople Have These 5 Essential Sales Skill? [Video]<\/div>\n<\/div>\n<div class=\"relpost-custom-block-single\" style=\"width: 150px; height: 215px;\">\n<div class=\"relpost-block-single-image\" style=\"background: transparent url('https:\/\/g9d6c5a5.rocketcdn.me\/wp-content\/uploads\/2019\/08\/Sales-PIP-Performance-Improvement-Plan-150x150.jpg') no-repeat scroll 0% 0%; width: 150px; height: 150px;\" role=\"img\" aria-hidden=\"true\"><\/div>\n<div class=\"relpost-block-single-text\" style=\"font-family: ProximaNova, sans-serif; ;  font-size: 15px; color: #6eba57;\">PIPS in Sales: Everything You Need To Know<\/div>\n<\/div>\n<div class=\"relpost-custom-block-single\" style=\"width: 150px; height: 215px;\">\n<div class=\"relpost-block-single-image\" style=\"background: transparent url('https:\/\/g9d6c5a5.rocketcdn.me\/wp-content\/uploads\/2016\/09\/Optimized-6460819_l-150x150.jpg') no-repeat scroll 0% 0%; width: 150px; height: 150px;\" role=\"img\" aria-label=\"job title\"><\/div>\n<div class=\"relpost-block-single-text\" style=\"font-family: ProximaNova, sans-serif; ;  font-size: 15px; color: #6eba57;\">What\u2019s In a Name? Job Titles and Your Sales Career<\/div>\n<\/div>\n<\/div>\n<p><!-- close relpost-block-container --><\/p>\n<div style=\"clear: both;\"><\/div>\n<\/div>\n<p><!-- close filter class --><\/p>\n<\/div>\n<p>close relpost-thumb-wrapper<\/p>\n<div class=\"abh_box abh_box_down abh_box_business\">\n<ul class=\"abh_tabs\">\n<li class=\"abh_about abh_active\"><a href=\"#abh_about\">About<\/a><\/li>\n<li class=\"abh_posts\"><a href=\"#abh_posts\">Latest Posts<\/a><\/li>\n<\/ul>\n<div class=\"abh_tab_content\">\n<section class=\"vcard abh_about_tab abh_tab\" style=\"display: block;\">\n<div class=\"abh_image\"><img decoding=\"async\" class=\"avatar avatar-80 photo\" src=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/1_ccd08f1de76ba2f1cf820b18e69dc158s80ampdmmamprg.jpg?strip=all\" srcset=\"https:\/\/www.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/1_ccd08f1de76ba2f1cf820b18e69dc158s160ampdmmamprg.jpg 2x\" alt=\"\" width=\"80\" height=\"80\" \/><\/div>\n<div class=\"abh_social\"><\/div>\n<div class=\"abh_text\">\n<h3 class=\"fn name\"><a class=\"url\" href=\"https:\/\/www.peaksalesrecruiting.com\/author\/ebebbtcorp-com\/\">Eliot Burdett<\/a><\/h3>\n<div class=\"abh_job\"><\/div>\n<div class=\"description note abh_description\"><\/div>\n<\/div>\n<\/section>\n<section class=\"abh_posts_tab abh_tab\">\n<div class=\"abh_image\"><img decoding=\"async\" class=\"avatar avatar-80 photo\" src=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/1_ccd08f1de76ba2f1cf820b18e69dc158s80ampdmmamprg.jpg?strip=all\" srcset=\"https:\/\/www.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/1_ccd08f1de76ba2f1cf820b18e69dc158s160ampdmmamprg.jpg 2x\" alt=\"\" width=\"80\" height=\"80\" \/><\/div>\n<div class=\"abh_social\"><\/div>\n<div class=\"abh_text\">\n<h4>Latest posts by Eliot Burdett <span class=\"abh_allposts\">(<a href=\"https:\/\/www.peaksalesrecruiting.com\/author\/ebebbtcorp-com\/\">see all<\/a>)<\/span><\/h4>\n<div class=\"abh_description note\">\n<ul>\n<li><a href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/sales-follow-up-statistics\/\">31 Must-Know Sales Follow-Up Statistics for 2024 Success<\/a> &#8211; December 21, 2023<\/li>\n<li><a href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/7-success-characteristics-that-define-top-performers\/\">7 Success Characteristics That Define Top Performers<\/a> &#8211; December 19, 2023<\/li>\n<li><a href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/5-reasons-your-top-employees-quit-stop-doing-this-to-stop-them-leaving\/\">5 Reasons Your Top Employees Quit (Stop Doing This to Stop Them Leaving)<\/a> &#8211; December 14, 2023<\/li>\n<\/ul>\n<\/div>\n<\/div>\n<\/section>\n<\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>Today\u2019s buyers are overwhelmed with too much information\u00a0\u2014 delaying purchasing decisions and resulting in lost sales. In order to compensate, several sales professionals are either over-accommodating or creating high pressure which alienates prospects in the process. So, how does a salesperson meet sales targets while satisfying the customer\u2019s desire for a heartfelt, authentic sales approach?\u00a0Shari<\/p>\n<div><a class=\"text-primary mt-2\" href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/heart-and-sell-shari-levitin\/\">&#8230;continue reading <span class=\"sr-only\">&#8220;Heart and Sell: One-on-One Interview with Shari Levitin&#8221;<\/span><\/a><\/div>\n","protected":false},"author":10,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"limit_modified_date":"1","last_modified_date":"2024-01-25T19:39:41","cybocfi_hide_featured_image":"","footnotes":""},"categories":[14,12],"tags":[],"class_list":["post-1308","post","type-post","status-publish","format-standard","hentry","category-sales-hiring-recruiting","category-sales-career"],"acf":[],"_links":{"self":[{"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/posts\/1308"}],"collection":[{"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/users\/10"}],"replies":[{"embeddable":true,"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/comments?post=1308"}],"version-history":[{"count":0,"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/posts\/1308\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/media?parent=1308"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/categories?post=1308"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/tags?post=1308"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}