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Articles by Shari Levitin
The Power of Relentless Tenacity and Leadership
My Mother’s Story Inspires Millions At the tender age of 3, my mother, along with her mother and two sisters, fled Nazi Germany for the United States of America. Settling in a humble immigrant community in Los Angeles, they faced the daunting challenge of starting anew, with little command of the English language and only the kindness of neighbors to rely on. It was then that my mother stumbled upon a revelation. The public library.
Why I’m Interested in Selling
I grew up with a father, mother, and brother who seized every chance to read and teach themselves something new, playing “quiz time” every Sunday night. On our few family vacations, while other kids played tennis or hunted for seashells on the beach, we engaged in Seminar Hour, where each of us took turns teaching the rest of the family a point of interest or an area of endeavor that would enlighten the others.
No Never Means No: Beating the Fear of Rejection
By Shari Levitin, author, speaker and CEO of Shari Levitin Group Are you paralyzed by fear? Good. What you’re afraid to do, you must do. The question you’re afraid to ask, you must ask. In this article I will look at “getting out on the skinny branches.” Failure is inevitable. Resilience is a life skill, one that will fill your soul and your pocket. “I learned that courage was not the absence of fear, but the triumph over it.
Examples of Sales Ethics and How it Drives Team Success
Examples of Sales Ethics and How it Drives Team Success When I was a little girl growing up in Southern California, my father saved up for several years to take my brother and me to Hawaii for my 12th birthday. Back in those days, we purchased airline tickets at the airport ticket counter. Of course, there was no Internet.
Common Hybrid Sales Training Mistakes That Derail Learning Proper training and coaching in a hybrid world is the most important strategy for maximizing the performance of the individuals on your team. Yet the pitfalls in face-to-face training are amplified in virtual training. Here are two common misguided approaches to hybrid sales training and what you can do to turn it around, build a high-functioning team, and crush your goals. Pitfall 1: Focus on the training vs.
2 Examples of How Sales Confidence Kills Price Objections If you’re like most sellers, you get price objections – lots of them. It’s easy to take the path of least resistance, let your nervousness get the best of you, lower the price, and cheapen your offer. But do you stop to think of the effort, time and resources that went into perfecting the product or service you’re selling?
5 Habits to Help You Handle Rejection Gracefully
Are you paralyzed by fear? Too many entrepreneurs, business owners and salespeople panic at the thought of hearing the word no. I understand why. If you’re like most people, your earliest memories from childhood sounded like, “No! You can’t have the cookie.” “No! You can’t go outside now.” From an early age, we learned to recoil at the word. But if you can’t overcome your resistance to the word no, you’ll never be able to achieve your goals.
The Paradigm Shift from Traditional to Virtual Selling
Virtual selling is the new norm, but initiating sales conversations in a virtual environment is not simply doing what you’re used to doing face to face in front of a webcam. To deliver skillful and efficient virtual sales conversations, sellers must embrace a new paradigm and let go of the old ways. It is true that building trust in person triggers the release of Oxytocin, dubbed the “Moral Molecule,” which makes people more trustworthy, generous, charitable, and compassionate.
Active Listening Activities Guaranteed to Improve Sales Performance
November 22, 2021 Active Listening Activities Guaranteed to Improve Sales Performance A few years back, a friend shared that he had met the greatest salesperson in the world! “Wow,” I exclaimed. “How do you know?” “He told me so.” “What did he tell you?” I prodded. “That he hit the President’s Club more times than anyone in history.” “Yes, but, how do you know he’s the greatest salesman in the world?” I asked. “He showed me his trophies and then described in detail all of his techniques.
SURVIVE, ADAPT, THRIVE Virtual Live Event
November 11, 2021 SURVIVE, ADAPT, THRIVE Virtual Live Event In just a few short weeks, Meridith Elliott Powell and I will be taking the virtual stage for a ONE DAY ONLY live virtual event! This is the first time we combine forces for this one-of-a-kind masterclass. Survive, Adapt, Thrive: Sales Strategies To Turn Uncertainty Into Competitive Advantage will take you in-depth into how you can take the everchanging sales market and turn that into a revenue maker.
The Paradigm Shift from Traditional to Virtual Selling
October 29, 2021 The Paradigm Shift from Traditional to Virtual Selling Virtual selling is the new norm, but initiating sales conversations in a virtual environment is not simply doing what you’re used to doing face to face in front of a webcam. To deliver skillful and efficient virtual sales conversations, sellers must embrace a new paradigm and let go of the old ways.
Unmasking Your Sales in a Post Covid-19 World
Unmasking Your Sales in a Post Covid-19 World I believe we’ve entered a moment in time where we must step back and ask ourselves: what matters most? For many, we’ll continue to work hard and, perhaps, even harder, but the ability to work from home for those who can opens up new possibilities for what Michael Dell recently called “Life/Work Balance”.
The New Buyer’s Journey With Shari Levitin
FREE WEBINAR The New Buyer’s Journey With Shari Levitin “It’s not just 90 minutes” these days, says Shari Levitin. Join us for a stimulating, thought-provoking discussion as Levitin –world-famous sales coach, particularly in the vacation ownership/timeshare business – shares how resorts today must use multiple digital tools to integrate sales, marketing, and service. Her innovative approach to connect with today’s new buyer will change your sales methodology, forever.
The Three Lessons I Learned From Losing My Most Loyal Employee
A couple of weeks ago, I posted this tribute to Kent – my friend, 20+ year employee, and confidant: Goodbye Kent Kozimor It is with a heavy heart that I write these words – my friend, colleague, and 20+ year employee, Kent Kozimor, passed away yesterday. It was over 20 years ago when he responded to an ad in the local newspaper. He traveled with me to seminars. He DJ’d, filmed and distributed training manuals. Mostly, he helped calm my nerves. “You’re Shari F—ing Levitin,” he would say.
March Round Up: In Case You Missed It...
April 6, 2021 in Blog, Keys to Success Selling Techniques March Round Up: In Case You Missed It… Spring has sprung…and so has the time of year when people turn to “spring cleaning” to remove clutter from their homes while re-emerging from the glum of winter. But what if I told you that spring cleaning isn’t just for your personal space? What if I told you you could declutter your sales process, too?
How bad advice changed by business...and it can change yours, too!
When I first started selling virtually, I figured I’d just use the same words, gestures, and presentation skills I did live, and voila’ – I’d have instant success! Boy was I wrong. Taking what we do live and replicating it online simply doesn’t work. Humans are built to connect through the five senses. What happens when we can only experience another human through a screen? We miss the warmth of a firm handshake. We miss the full experience of subtle movements and body language.
In the world of virtual selling, be a Sean...
March 17, 2021 in Closing the sale, Keys to Success Selling Techniques, Live Seminars & Training, Sales Management Training In the world of virtual selling, be a Sean… Roland and Sean have two ways of looking at the world. Whenever something bad happens to Roland – a lost deal, a tax audit, or a marital squabble – he imagines the worst: bankruptcy, large impending fines, or even divorce. Roland is continually near the bottom of the leaderboard, but it’s never his fault.
Timeshare News & Resort Magazine - Resort Trades
Heart Earth The other day, I caught myself dreaming “If only…” If only I could go out to dinner with my friends… If only I could hug my parents who are self-isolating up the street… If only I could go out again and speak at sales conferences live… If only I could help the first responders and tell them how magnificent they are… If only I could save some of my favorite small businesses here in Park City… And, of course, if only I could get a haircut! (Read: Is the “If Only” Syndrome Robbing...
Will You Test Positive For Your Actions During Covid-19?
My fifteen-year-old son walks into the kitchen and says, “Who would have thought that some guy eating a bat in Wuhan, China would prevent me from going to the gym several weeks later in Park City, Utah?” I’ve always loved the idea of the Butterfly Effect. The idea that a butterfly can flap its wings and create a tidal wave thousands of miles away. That our actions, no matter how seemingly insignificant, impact the whole of society and the health of our planet.
The Adaptive Seller: Three Strategies to Accelerate Sales in the Age of Information Overload
Shari Levitin is an energetic, wickedly funny sales guru, who helps sales teams bridge the gap between beating quota and selling with an authentic heartfelt approach. As the founder of the Shari Levitin Group, Shari has helped create over 1 billion dollars in increased revenue for companies in over 40 countries. Shari is the bestselling author of Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know, a contributor to Forbes, CEO Magazine, Quotable, Inc Magazine and Huffington Post.
Timeshare News & Resort Magazine - Resort Trades
declutter your sales process shari levitin A couple of weeks ago, I had the honor of attending Gartner’s Sales & Marketing Thought Leader Roundtable, where they revealed new research into how buyers buy in an age of information overload. Upon returning home, my mind was spinning and assimilating. That weekend, I did what I often do when I need to assimilate new information: I began cleaning out my junk drawer in our kitchen. It got me thinking…..
The Wisdom of Shari Levitin
Curated from www.sharilevitin.com by Resort Trades “You can probably count on the fingers of one hand the number of Influencers you’ve managed to run across; that is, people who make a mark by introducing constructive change in the thinking of others. I count Shari Levitin as one. I’ve admired her ability to build a training company – a training platform, actually – that is readily understood and embraced by her constituents.
Use Your Heart to Increase Your Sales
February 14, 2019February 14, 2019 Shari Levitin 0 View Love is in the air! On this gorgeous Saint Valentine’s Day, why not take the time to focus on how you’re using your heart to increase your sales. To perfect selling with your heart, concentrate on these three aspects. Bonus: they rhyme! 1. Personalization. The more personalized your communication, the more you’re showing the customer you care. Whether it’s sending an email or a simple invitation on LinkedIn, show them that you know them.
Why Stories Are Rocket Fuel For Your Business Growth
Many years ago, as my colleague Marta and I sat down to a large Christmas Eve buffet brunch, a senior couple —they had to be over 90 years old—marched in wearing red Santa hats with bells ringing in the tips. They were adorable. They sat down next to us, each of them with ear-to-ear grins. I couldn’t help myself, so I leaned over and asked, “What’s the secret to a happy marriage?” The husband turned towards me and said, “You know, I first met Helen out of the Navy.
The Secret Ingredient to Uncover Hidden Objections and Grow Your Sales
Remember the lion in the Wizard of Oz? He traveled far, risked his life, and defeated the Wicked Witch of the West in the hopes that when he reached the Emerald City, the great Oz would grant him courage. But when the curtain fell away, the wizard was revealed to be a little man speaking in a megaphone, frantically tugging at levers. It’s all smoke and mirrors. Too often salespeople hope someone, anyone, will give them the answer.
How Do Top Performers Balance Rapport and Urgency?
Think about your last few customer calls. When you first spoke, were they excited, glad to speak with you, thrilled to buy—or were they suspicious, frazzled and impatient? If you said the former, I want your job. Truth is, most prospects don’t want to be sold; it’s your job to move them from a negative emotional state to a positive one. This involves creating a structure. Having a structure in place not only helps us increase our consistency: it keeps us balanced.
Why Empathy Isn’t Enough to Build Trust in Sales
Lately there’s a lot of talk about empathy in business. But empathy alone isn’t enough to build trust, the critical step to grow an organization, land a big deal or cement a relationship. Empathy defined is the ability to put yourself in other person’s shoes. It is understanding and experiencing what another person is feeling. I might argue that Facebook is empathetic. Facebook understands what its users are feeling and plays to those emotions to drive our behavior.
An Answer to a Timeless Question; Does My Training and Learning Program Stick? And FREE eBook
Are you asking yourself, “Does My Training and Learning Program Stick?” Well, the truth is most training programs don’t. According to research, training effectiveness depends on how it’s done. It’s not what you know that matters; it’s what you do with what you know.
How To Crush Your Quota Without Selling Your Soul
As an energetic, wickedly funny sales guru and best-selling author, Shari has helped create over 1 billion dollars in increased revenue for companies in over 40 countries. 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.
5 Strategies to Remove Sales Resistance
People have resisted salespeople since the beginning of time. Just as salespeople have a default mode, prospects do, too. Their automatic response is to say, “No way, José.” Face it. People don’t want to be sold. This sentiment is increasing as we live more of our lives online. According to Terry Jones, founder of kayak.com, 98% of all college students would rather purchase online. They avoid salespeople at all costs.
4 Techniques to Respond to “NO”
Have you ever landed a sale with no objections? I mean, not one “no”—or even an “I’m uncomfortable with this or that?” That’s not selling; that’s just taking an order. You might as well ask, “Do you want fries with that?” Objections are a critical part of your sales process. Objections mean your customer is interested. Hooray! The problem is many salespeople cower when they hear no. They haven’t been coached on methods to handle the No’s.
“Virtue Skills” Are Crucial to Selling - My Podcast on Quotable
In my interview a few weeks ago with Quotable, the Salesforce podcast, I was asked questions such as: Will Artificial Intelligence stomp out the need for salespeople? What’s the difference between coaching and training and why does it matter in increasing employee engagement? In a world where we’re selling change more than products, what’s more, critical competency or empathy?
Three Methods to Answer Your Number One Sales Objection - SHARI LEVITIN
Do you know why your customers don’t buy from you? Ken Allred, CEO of Primary Intelligence, does. His firm specializes in what’s called “win-loss analysis”—that is, they analyze why sales opportunities are won or lost. Every year, Primary Intelligence interviews thousands of buyers about their purchase decisions—the sum of which typically totals more than $2 billion. Primary Intelligence did a discovery session with the salespeople and asked why they think their prospects didn’t buy.
The One Thing High Achievers Do Differently
So, if you’re determined to manifest something different this year, or what we now call “crushing it,” you need to push to crush. And I don’t mean the kind of pushing where you ignore your family and friends. Life and work aren’t two adversaries battling for our limited attention. In fact, the opposite is true. When we have meaningful, purposeful work, we radiate optimism and that optimism will fuel happiness and productivity in every area of our life.
Why Mastery in Sales Isn’t Enough to Achieve Your Sales Goals
You may have heard the term “mastery”, but what is “unconscious mastery”? Unconscious Mastery is taking a step beyond just being great. It means you’re so accomplished that you can perform your craft without thinking about the details while doing it, even under awkward or adverse conditions. What does this level of mastery allow you to do? Everything that’s critical for a top salesperson.
How to Recover After Getting Off on the Wrong Foot
Two weeks ago, I met my friend at the San Francisco airport and ubered to her place. Before long, we were craving some goodies so decided to hop in her car and head to the nearest grocery store. The next thing I knew, she ran over my foot—and then wrote this article about it. How to Recover after Getting off on the Wrong Foot. When I returned home after a long trip, I unplugged the car charger from the wall, turned the ignition key and promptly ran over Jill Konrath’s right foot.
Don't Sell a Hat That Doesn't Fit... - SHARI LEVITIN
Last fall, I traveled to Eastern Europe with a group of executives. While visiting Heroes’ Square in Budapest, a street vendor approached me and asked if I’d buy a fur hat. The conversation went like this: Street Vendor: You can buy my hat for 40 Euro. Shari: Can I try it on? (She hands it to me) It doesn’t fit. It’s too small. Do you have another hat? Street Vendor: No. It’s a nice hat. It’s made from beaver. Okay, 30 Euro? Shari: It still doesn’t fit. I won’t wear it.
10 Universal Truths Every Small Business Owner Needs to Know
By Shari Levitin, author, speaker, and CEO of Shari Levitin Group I’ve spent a lot of that time wondering why salespeople and business owners selling the same things and following the same processes can have such vastly different results. How can salespeople in the same auto dealership, real estate agents in the same marketplace, and sellers of similar software products, for example, produce such different outcomes?
7 Traits You Share With Your Clients
I once brought a bottle of Honest tea to a sales meeting. I may have subconsciously thought that it would make me appear more trustworthy. My prospect showed up with a bottle of Smart Water. Did she think it would make her appear more intelligent? We’re more like our clients than we think. We make decisions for emotional and subconscious reasons, and so do the people we serve.
The 10 Universal Truths Every Salesperson Needs to Know Revealed - SHARI LEVITIN
I’m thrilled to share an excerpt from Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know as well as the Truths themselves! If you haven’t pre-ordered your book yet, now’s the time! For a limited time you’ll receive a FREE Sales Mastery kit including tips from industry leaders, bestselling authors and thought leaders. Top salespeople know how to balance heart and sales.
Don’t Turn Your Presentations into a Junk Drawer - AlleyWatch
Three Keys to streamlining your pitch If you’re like most people, you probably have a junk drawer. If we’re not careful, our junk drawers, much like our lives, can undergo a natural sort of entropy.
Are You Making These Mistakes in Your Sales Presentation?
Have you ever met a salesperson that’s well, too “sales-y”! They mean well, but they’re message just doesn’t resonate. What’s the mark of one of these old-fashioned types of salespeople? They employ platitudes and overused expressions rather than applying solid psychological sales principles. Nothing is more off-putting to a client than an obvious script or tired technique.
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