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As salespeople, we all know we should listen more than we talk, but why is it that many of us still talk about ourselves way too much? Is it pride? Over-confidence? Or maybe the lack of confidence drives us to talk so much?

Actually, it’s much more fascinating.

According to modern research, when we talk about ourselves, a section of our brain activates and releases “feel good” chemicals. This section of the brain, and those chemicals, are the same as if we were to use cocaine, eat good food, and have sex. In short, it makes us feel really good!

So how can we overcome this tendency to talk so much? In this video blog, I give three strategies you can focus on right away to prompt you to listen more than you talk. And don’t worry; you’ll soon make enough money to buy great food and some very romantic dinners!

Watch now:

Learn more with Shari’s book Heart and Sell: 10 Universal Truths All Salespeople Need to Know.

Twenty years ago, Shari Levitin coined the term, “Third Level Selling,” and trained thousands of salespeople and corporate leaders on a system of emotional selling that revolutionized the sales process and created over a billion dollars of ROI for some of the world’s top corporations.

Shari Levitin takes this concept to a whole new level and shows salespeople, managers and entrepreneurs the methods to create an emotional customer experience that creates true urgency, a process to decrease objections that result from a more sophisticated buyer, and techniques to manage your own emotional state to ensure sustained performance and a shorter sales cycle. READ MORE

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