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# Shari

Rehumanizing Sales

## Sitemaps

- [XML Sitemap](https://www.sharilevitin.com/sitemap.xml): Contains all public & indexable URLs for this website.

## Posts

- [Why I’m Interested in Selling](https://www.sharilevitin.com/blog-news/why-im-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 Power of Resilience: How My Mother's Story Inspires Millions](https://www.sharilevitin.com/blog-news/the-power-of-resilience-how-my-mothers-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
- [How Do We Rehumanize the Sales Process?](https://www.sharilevitin.com/blog-news/how-to-rehumanize-sales-and-the-sales-process/) - Artificial intelligence (AI) and technological advances are forcing sellers to re-evaluate their role in the sales process and how they can add value to the buyer. Technology helps gather data and information and craft meaningful messages, but at the end of the day, the salesperson must finalize the sale using their human attributes. Here’s what it
- [Top 5 (Insider) Tips for a Great Presentation](https://www.sharilevitin.com/blog-news/top-5-insider-tips-for-a-great-presentation/) - Secrets the BEST presenters learn from the BEST teachers at the BEST universities. Whether you own the title CEO, entrepreneur, executive, seller, enablement leader, or even “Father of the Bride” – at some point you are going to be asked to give a big (important) presentation. In that moment (after the nervousness dies down), you’ll
- [The Eduardo Story](https://www.sharilevitin.com/blog-news/sales-presentations/the-eduardo-story/) - Sell the Sizzle, Not The Steak! Shari Levitin presents a sales training highlighting one of the biggest mistakes salespeople make: telling a customer how a product works, rather than how it will make them feel.
- [2 Examples of How Sales Confidence Kills Price Objections](https://www.sharilevitin.com/blog-news/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
- [Declutter for Sales Success](https://www.sharilevitin.com/blog-news/declutter-for-sales-success/) - Recently, I was cleaning out my junk drawer in our kitchen, and it got me thinking… How had I accumulated notepads, taco sauce packets, and broken door handles from my great aunt’s apartment? Why did I feel the need to hoard five pairs of scissors, three hammers, and two extra dog collars? Did I strategically
- [Why Your Sales Training Falls on Deaf Ears](https://www.sharilevitin.com/blog-news/why-your-sales-training-falls-on-deaf-ears/) - Proper training and coaching in a time of uncertainty is the most important strategy for maximizing the performance of the individuals on your team. Yet the pitfalls in training today are amplified due to low attention spans. The sad truth: to grab hold and keep audiences today, you must compete with your reps' cell phones.
- [3 Common Learning Myths that Prevent a Growth Mindset and Cost Sales](https://www.sharilevitin.com/blog-news/sales-management/3-common-learning-myths-that-prevent-a-growth-mindset-and-cost-sales/) - In today’s information-rich environment, successful teams continuously upskill and stay updated with the latest industry trends. The last thing you or your team wants is to fall into overwhelm and the fixed mindset trap of thinking, “Nothing I do will make a difference.” The most successful teams possess a growth mindset and are confident in
- [How to Make Your Sales Soar with Win-Loss Analysis](https://www.sharilevitin.com/blog-news/heart-and-sell-podcasts/shari-interviews-ken-allred/) - Hear Shari Levitin interview Ken Allred, CEO of Primary Intelligence & learn how win-loss analysis can drastically improve your win rate in sales.
- [Three Stupid Closing Mistakes That’ll Lose a Deal Every Time](https://www.sharilevitin.com/blog-news/closing-a-sale/three-stupid-closing-mistakes-thatll-lose-a-deal-every-time/) - Picture this: You’ve done a masterful job of engaging your customer. She loves you, loves your product and thinks it would fit nicely with her future goals. But then something happens. You lose the deal and what’s worse, you have no idea why.
- [The Simple Secret to Doubling Your Income in Sales](https://www.sharilevitin.com/blog-news/success-selling-techniques/the-simple-secret-to-doubling-your-income-in-sales/) - What would it mean to you if you doubled your income—with the same number of customers? Think about how it would feel to give the same amount of effort and earn two, three, or many more times as much.
- [Do You Speak With Confidence?](https://www.sharilevitin.com/blog-news/success-selling-techniques/do-you-speak-with-confidence/) - People often ask me if I get nervous before delivering a presentation. Right now, I’m on a plane headed to Dallas to present a 12 minute TED style talk to over 500 CEOs and entrepreneurs. Am I nervous? You betcha! Research shows speaking in public is the number one fear humans face. Second only to death.
- [How to Make Six Figures in Less than Six Minutes](https://www.sharilevitin.com/blog-news/success-selling-techniques/6-figures-6-minutes/) - Want to know how to make six figures in less than six minutes? In a word, video. That’s right. By leveraging video on multiple channels throughout your sales process and as a mechanism for customer engagement post sale, you can increase your sales and retention tenfold.
- [“Virtue Skills” Are Crucial to Selling - My Podcast on Quotable](https://www.sharilevitin.com/blog-news/closing-a-sale/podcast-on-quotable/) - Listen to my Podcast on Salesforce Quotable where I answer some very interesting questions and have a little fun with my host, Kevin Micalizzi. I even share a VERY personal story that I’ve never before revealed in a public forum!
- [The 7 Best Tips for Asking Effective Sales Questions](https://www.sharilevitin.com/blog-news/closing-a-sale/7-tips-asking-sales-questions/) - We all know the path to a sale is lined with effective questions. Most salespeople have a series of great, thought-provoking questions for their prospects, but deliver them in an off-putting way. Buyers recoil when you go too deep, too fast.
- [The 10 Universal Truths Every Salesperson Needs to Know Revealed](https://www.sharilevitin.com/blog-news/success-selling-techniques/10-universal-truths/) - Top salespeople know how to balance heart and sales. They also understand that unless they really know themselves, they’ll never truly connect with their customers—or anyone else, for that matter. They know that what you do matters, but who you are matters more. These universal truths are all about achieving that balance, and more deeply connecting with your authentic self.
- [Lee Eisler and Shari Levitin Present “Your Authentic Voice”](https://www.sharilevitin.com/news-pr-media/authentic-voice-lee-eisler/) - Shari Levitin, entrepreneur, author and top sales, leadership and motivational speaker, has teamed up with Lee Eisler, lecturer at Stanford University and trainer of TED Speakers, to produce a course entitled: Your Authentic Voice—7 Elements of a Powerful Public Presentation. Shari Levitin is well known for Levitin Learning, a multi-million-dollar interactive training platform that engages
- [Steps to Restore Trust In the Sales Industry](https://www.sharilevitin.com/blog-news/closing-a-sale/steps-to-restore-trust-in-the-sales-industry/) - Restoring Trust in the Sales Industry can be hard! Listen in as I bring my knowledge and experience to this episode of #SellingWithSocial with Mario Martinez Jr.! Get your pen and paper handy to take notes - don’t miss it!
- [Why Your Training Program Doesn’t Stick](https://www.sharilevitin.com/blog-news/executive-management-training/training-doesnt-stick/) - The challenge today isn’t accessing information, it’s filtering it. And it’s the same for your customers……. and your sales teams. In fact, there’s so much information, it’s become devalued. Everyone has it. Today, it’s not what you know that matters. It’s what you do with what you know.
- [Why Most Training Programs Don’t Stick](https://www.sharilevitin.com/blog-news/executive-management-training/why-most-training-programs-dont-stick/) - Join me with award winning Inside Sales leader, Gabe Larsen, VP of Growth and host of the Playmakers podcast for “Why Most Training Programs Don’t Stick”.
- [YOU'RE INVITED! to my party without my pants](https://www.sharilevitin.com/blog-news/personal-professional-development/why-linkedin-is-a-party-without-pants-2/) - Ok, I admit it. When I first heard about LinkedIn, years ago, I thought it was a stuffy Facebook. So, I did what many people do. Posted the obligatory profile picture, scribbled in some work history, and occasionally accepted an invitation. Until I met digital transformational expert Mario Martinez, CEO of Vengreso, that is. Everything changed.
- [The Three Lessons I Learned From Losing My Most Loyal Employee](https://www.sharilevitin.com/blog-news/personal-professional-development/the-three-lessons-i-learned-from-losing-my-most-loyal-employee/) - Though we can never escape pain, we can always change our perspective.
- [Levitin Group Delivers New Training Websites to Enhance Third Level Success System Product Offering](https://www.sharilevitin.com/news-pr-media/levitin-group-delivers-new-training-websites-to-enhance-third-level-success-system-product-offering/) - Levitin Group, the timeshare industry’s premier sales training and consulting company and online learning and collaboration software provider, recently delivered upgraded, customized websites to Club Melia, Occidental Vacation Club, Club Intrawest, Vida Vacations, and Grand Lodge Resorts. These upgrades are the next step in Levitin Group’s Third Level Success System of training, designed to integrate
- [Levitin Group Launches the All-New “Levitin Learning” Online Training Platform](https://www.sharilevitin.com/news-pr-media/levitin-group-launches-the-all-new-levitin-learning-online-training-platform/) - Levitin Group Partners with the Number One Virtual Technology Provider, Launches the All-New “Levitin Learning” Online Training Platform Levitin Group, the premier sales training and consulting company in the vacation ownership industry, has signed an industry-exclusive partnership with Lightspeed VT, the number one provider of virtual learning technology, to power the all-new “Levitin Learning” online
- [Levitin Group Signs Online Learning Agreement with River Run Company of New Hampshire](https://www.sharilevitin.com/news-pr-media/levitin-group-signs-online-learning-agreement-with-river-run-company-of-new-hampshire/) - Levitin Group, the timeshare industry’s premier training and consulting company, recently signed an agreement with River Run Company to provide their sales and marketing team with access to the Levitin Learning online training system. “We have known for years that Levitin Group is the sales industry training authority. We’ve experienced their services before and very
- [Two Major International Companies Sign On With Levitin Group for Online Learning Systems](https://www.sharilevitin.com/news-pr-media/two-major-international-companies-sign-on-with-levitin-group-for-online-learning-systems/) - Levitin Group, the timeshare industry’s premier training and consulting company, recently signed agreements with two international companies to provide access to the Levitin Learning Online Training System. Anantara Vacation Club (Phuket Samui, Bali and Sanya, China) and International Cruise & Excursions, Inc. (ICE), headquartered in Scottsdale, AZ, will join the impressive roster of vacation ownership
- [Digital Capabilities Allow Malta and South African Resorts to Incorporate the Levitin Learning Online Training System](https://www.sharilevitin.com/news-pr-media/digital-capabilities-allow-malta-and-south-african-resorts-to-incorporate-the-levitin-learning-online-training-system/) - Levitin Group, the resort industry’s premier training and consulting company, is furthering its reach into the international arena with Azure (Malta) and IFA (South Africa) both coming on board to access its successful online training system. Azure’s Director of Memberships, Gavin Dickinson says that he and Project Director Perry Newton are “thoroughbred believers in all
- [Legendary Preferred Destinations Latches on to Levitin Learning](https://www.sharilevitin.com/news-pr-media/legendary-preferred-destinations-latches-on-to-levitin-learning/) - Levitin Group, the timeshare industry’s premier training and sales consulting company, has been selected by Legendary Preferred Destinations to implement its online training program. Legendary Preferred Destinations currently markets and sells Hard Rock Hotel inventory in Punta Cana, Cancun, Riviera Maya and Puerto Vallarta. According to Norman McPherson, Corporate Sales Director of Legendary Preferred Destinations
- [Silverpoint Vacation Club Selects Levitin Group to Increase Sales Efficiencies](https://www.sharilevitin.com/news-pr-media/silverpoint-vacation-club-selects-levitin-group-to-increase-sales-efficiencies/) - Levitin Group, the resort industry’s premier training and sales consulting company, has been selected by Silverpoint Vacation Club (Tenerife) to provide both extensive live and virtual training programs.
- [Your Authentic Voice - 7 ELEMENTS OF A POWERFUL PUBLIC PRESENTATION](https://www.sharilevitin.com/live-seminars-training/authentic-voice/) - After extensive interviews with the top salespeople in multiple companies, Shari has distinguished the beliefs systems and corresponding habits of top performers across the globe.
- [The Adaptive Salesperson - Selling to the New Consumer](https://www.sharilevitin.com/live-seminars-training/adaptive-salesperson/) - In this entertaining, content-rich program for sales teams, Shari discusses the psychology and neuroscience of selling. Participants learn to create deeper connections, uncover core buying motives, and close more sales faster.
- [Shari Levitin Continues Expansion Beyond the Resort Industry](https://www.sharilevitin.com/news-pr-media/shari-levitin-continues-expansion-beyond-the-resort-industry/) - Watch Shari featured in the top sales magazine, “Sales Mastery”. Most salespeople are all too familiar with the stalls a customer gives when they are afraid to make a decision, such as: “Send me a proposal” “I’ll run it by my board” “We need to think about it” In an exclusive interview with Sales Mastery magazine,
- [Inside the Buying Process](https://www.sharilevitin.com/levitin-learning-courses/inside-the-buying-process/) - In this course you’ll learn what’s going on in the mind of the buyer, so that you can create a presentation that creates the urgency for your customers to buy now.
- [5 Methods to Spice up Your Training Program](https://www.sharilevitin.com/blog-news/management-training-articles/5-methods-spice/) - Entertaining is about being funny and clever, it’s all about you. Training, on the other hand, implies giving up some control and allowing your students to guide the lesson. Entertainers talk and perform and take control, without gaining real involvement from their team. Remember the adage: People don’t believe it when we say it, they believe it when they say it.
- [No Excuses](https://www.sharilevitin.com/live-seminars-training/closers-workshop/) - This course teaches proven methods for creating urgency and techniques for increasing your average sales price and shorten your sales cycle.
- [Get Out On the Skinny Branches](https://www.sharilevitin.com/live-seminars-training/get-out-on-the-skinny-branches/) - Top salespeople know that the secret to greater success is NOT to work harder. It’s to get out of their comfort zone. But how do you do that effectively and consistently?
- [10 Habits & Beliefs of Top Performers](https://www.sharilevitin.com/live-seminars-training/10-habits-and-beliefs-of-top-performers/) - After extensive interviews with the top salespeople in multiple companies, Shari has distinguished the beliefs systems and corresponding habits of top performers across the globe.
- [Levitin Group Contracts with Simpson Bay Resort & Marina by Royal Resorts Caribbean](https://www.sharilevitin.com/news-pr-media/simpson-bay-resort-marina/) - Levitin Group, the resort industry’s premier training and sales consulting company, has once again been tapped to provide sales performance seminars and online training programs for a resort in the tropics. Offering a series of unique and customizable training tools, seminars and services aimed at enhancing the integrity and profitability of the individual salesperson, Levitin
- [Third Level Questions - The Discovery](https://www.sharilevitin.com/levitin-learning-courses/thrid-level-questions-discovery/) - In this course you'll find out the core motivators of your client, their emotional reasons for buying, their pain points, and their objections. This enables you to tailor your presentation to address the specific needs and desires of your customer.
- [Closing the Deal - Excuses vs. Objections](https://www.sharilevitin.com/levitin-learning-courses/closing-the-deal/) - In this course you’ll learn to change the customer’s emotional state before changing the deal. You’ll understand the true concerns of your customer, connect with them at a heart level, and help them to get what they want and need.
- [The Best Ways to Hire and Retain Salespeople](https://www.sharilevitin.com/blog-news/management-training-articles/best-ways-hire-and-retain-salespeople/) - Is talent development one of your top goals for 2016? While many companies talk about it, few deal with it systematically. Consider the following facts: The average turnover in sales is 25-30% The cost of hiring is roughly $50,000 -$75,000 per rep (It’s much more in a B2B environment). Over 50% of all employees are disengaged from their jobs and are seeking new and better opportunities. So, what skills do you look for and how do you conduct powerful...
- [Know What It Is You're Selling](https://www.sharilevitin.com/blog-news/closing-a-sale/know-what-you-are-selling/) - Regardless of the product or service you’re selling, there must be an emotional connection for your prospect to take action. If you can create that emotional connection for your prospect, and the emotion is strong enough, you will close the sale.
- [Do You Have the Courage to Increase Your Sales? [Video]](https://www.sharilevitin.com/blog-news/closing-a-sale/courage-to-increase-your-sales/) - Regardless of the product or service you’re selling, there must be an emotional connection for your prospect to take action. If you can create that emotional connection for your prospect, and the emotion is strong enough, you will close the sale.
- [Why Perfect Practice is Never Enough - 4 Principles of Constructive Feedback](https://www.sharilevitin.com/blog-news/management-training-articles/perfect-practice-never-enough/) - Perfect practice is key to earning and growing. Without feedback, how do you know you’re practicing perfectly? You simply can’t go at it alone.
- [3 Mistakes Salespeople Make When They Sell Like They Tweet](https://www.sharilevitin.com/blog-news/closing-a-sale/3-mistakes-salespeople-make-when-sell-like-they-tweet/) - I’m often asked to share the biggest mistakes salespeople make. Truth is, these mistakes are the same in selling as they are in tweeting, and they cost salespeople thousands of dollars in lost commissions. How did I figure this out?
- [How to Just Shut Up and Sell - Watch the Video](https://www.sharilevitin.com/blog-news/closing-a-sale/shut-up-and-sell/) - 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?
- [The Surprising Research: Why Your Customers Won’t Buy From You [VIDEO]](https://www.sharilevitin.com/blog-news/closing-a-sale/why-your-customers-wont-buy/) - It might surprise you, but your biggest competition is not the cool new mega brand down the street, it’s not the slick young sales guy that just joined the team and it’s not that your product is for sale cheaper somewhere else.
- [3 Methods to Kill the Objection “It’s cheaper on the Internet.”](https://www.sharilevitin.com/blog-news/closing-a-sale/kill-the-objection/) - I’ve heard it a thousand times. Freaked-out salespeople claim that increased product options coupled with competition from the Internet are costing them sales. “They can buy it cheaper on the Internet,” they complain. My response? “So what?” Since when do you only shop for the cheapest option? Do you only eat at Burger King? Or
- [7 Benefits of Asking More Questions](https://www.sharilevitin.com/blog-news/executive-management-training/ask-more-questions/) - Asking the right questions in the right way and at the right time is a powerful combination. Questions transform your relationships and allow you to uncover customers’ deep, often hidden emotional needs.
- [The Most Devastating Closing Mistake Salespeople Make](https://www.sharilevitin.com/blog-news/success-selling-techniques/most-devastating-closing-mistakes/) - Many salespeople think “If it’s just cheap enough, they’ll buy it.” I’ve got news for you: if you make anything cheap enough, someone will buy it.
- [Why You’re Not Selling as Much as You Could](https://www.sharilevitin.com/blog-news/closing-a-sale/why-youre-not-selling/) - Your prospect loves it and tells you you’re terrific. Furthermore, this is the exact product they’re looking for. Then out of nowhere they tell you the dreaded, “I need to think about it, we’ll get back to you, “or “I need to run it by so and so” .
- [7 Keys for Using “No” to Grow [INFOGRAPHIC]](https://www.sharilevitin.com/blog-news/success-selling-techniques/7-keys-no-to-grow/) - Are you paralyzed by fear? Good. Top salespeople know that the more fear they feel, the more important it is to tackle the fear. What you’re afraid to do, you must do. The question you’re afraid to ask, you must ask. Get out on the skinny branches.
- [One of the Most Important Jobs of a Salesperson](https://www.sharilevitin.com/blog-news/success-selling-techniques/most-important-job-of-salesperson/) - One of the most important jobs of a salesperson is to manage the emotional state of the client. If the prospect seems scared, tell a story or ask a question that will help them relive a positive memory. If your prospect is bored, speed things up simplify, or use phrases that better align with their values and concerns. Be respectful, yet assertive. Think less about what you want to say and more about how you want the prospect to feel.
- [The Ultimate Counterintuitive Sales Strategy That Will Catapult Your Sales](https://www.sharilevitin.com/blog-news/success-selling-techniques/counterintuitive-sales-strategy/) - When you focus solely on the positive virtues of your product, you cease to be a reliable resource. One of the biggest complaints of customers today is that salespeople make the product sound “too good to be true.”
- [3 Ways Gratitude Can Change Your Life](https://www.sharilevitin.com/blog-news/personal-professional-development/3-ways-use-gratitude/) - It’s not often that someone who is dying counts their blessings. With only six months left to live, neuroscientist and author, Oliver Sacks did just that. Sacks, diagnosed with terminal cancer, wrote a series of inspiring essays just before he died titled Gratitude.
- [How to Shape Your Sales Success with Nonverbal Communication](https://www.sharilevitin.com/blog-news/heart-and-sell-podcasts/linda-clemons/) - Effective communication extends well beyond the spoken word and how it's interpreted. Learning how to recognize nonverbal signals—in both yourself and in others—can mean the difference between winning and losing a sale. This week on the Heart and Sell Podcast Series, Shari Levitin, author of Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know, invites you to learn from Linda Clemons, CEO of Sisterpreneur® Inc., and award-winning sales producer.
- [Who Helped Me the Most in 2016? — Jill Konrath That’s Who!](https://www.sharilevitin.com/blog-news/personal-professional-development/jill-konrath/) - I’m not usually giddy about meeting people, but if you had asked me sixteen months ago if I could meet anyone, dead or alive, who it would be, I’d have said Michelle Obama, Stephen King, and Jill Konrath. We met at the National Speakers Association conference in 2016. Two hours passed and we found ourselves drinking wine, laughing hysterically, and planning our next rendezvous.
- [Shari Interviews Maria Margenot](https://www.sharilevitin.com/blog-news/heart-and-sell-podcasts/how-to-remain-anchored-in-a-sea-of-chaos/) - Join Shari Levitin, author of Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know, on this Heart and Sell Podcast for an exclusive interview with Senior Vice President of Sales Development, Recruiting, and Training, for Wyndham Vacation Ownership, Maria Margenot.
- [How to Master the Art of Great Leadership](https://www.sharilevitin.com/blog-news/heart-and-sell-podcasts/curt-hilliard/) - Hear Shari Levitin interview DirectBuy’s Chief Marketing Officer and Executive Vice President of Sales, Curt Hilliard for a discussion on the qualities of great leadership, how Curt has learned and applied these characteristics to his career, and more.
- [Stop Solving Problems](https://www.sharilevitin.com/blog-news/closing-a-sale/stop-solving-problems/) - Salespeople do this when they fall into a slump. We ask ourselves, “What am I doing wrong? Why did I miss that deal?” While these are useful questions, and questions that should be asked long after the deal is finished, don’t forget to ask yourself
- [How Did Traveling the World Inspire Erika Garcia’s Sales Success?](https://www.sharilevitin.com/blog-news/heart-and-sell-podcasts/erika-garcia/) - Join Shari Levitin, author of Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know, on this week’s Heart and Sell Podcast for an exclusive interview with the founder of Yucatan Holidays and Executive Director of Marketing for Sunset Group and Premier Cancun Vacations, Erika Garcia.
- [How to Energize Your Sales with Authenticity, Curiosity, and Discipline](https://www.sharilevitin.com/blog-news/heart-and-sell-podcasts/will-spendlove-interview/) - Will Spendlove, Senior Director at Salesforce is one of those leaders that not only knows marketing & sales, but also knows everything about the product development. Listen to Shari interview him and learn more.
- [How to Claim Success by Embracing Failure](https://www.sharilevitin.com/blog-news/heart-and-sell-podcasts/how-to-claim-success-by-embracing-failure/) - On the latest Heart and Sell podcast, listen to Shari Levitin, author of Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know, interview Andrea Waltz, co-author of the game-changing book, Go for No! Yes is the Destination, No is How You Get There. Tune in today to hear why Andrea says that embracing failure—and even striving for it—illuminates the path to success, and much more
- [Heart and Sell Hits Amazon’s Bestseller List](https://www.sharilevitin.com/news-pr-media/heart-sell-amazon-bestseller/) - Shari Levitin’s First Book-- Heart and Sell—Hits Amazon’s Bestseller List. The Groundbreaking New Book Reveals 10 Universal Truths that Transform Traditional Sales Dynamics
- [Don't Sell a Hat That Doesn't Fit...](https://www.sharilevitin.com/blog-news/closing-a-sale/dont-sell-hat-doesnt-fit/) - 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..
- [Why Mastery in Sales Isn’t Enough to Achieve Your Sales Goals](https://www.sharilevitin.com/blog-news/closing-a-sale/sales-isnt-enough/) - 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.
- [Stop Selling to Secondary Motivators](https://www.sharilevitin.com/blog-news/closing-a-sale/stop-selling-to-secondary-motivators/) - Do you sell to secondary motivators or do you uncover the core motivators that create urgency to buy today? Watch this video and learn more.
- [Shari Levitin featured as a leading sales expert in new film](https://www.sharilevitin.com/news-pr-media/story-of-sales-documentary/) - Who would have thought that my first sales book ever, Heart and Sell would lead to a starring role in a documentary film? The Story of Sales, funded by Salesforce tells the story of sales as a glorious profession.
- [Why Am I Writing About Falling in Love?](https://www.sharilevitin.com/blog-news/closing-a-sale/why-am-i-writing-about-falling-in-love/) - I was fascinated with the New York Times article, “The 36 Questions That Lead to Love” which references Mandy Len Catron’s Modern Love essay, “To Fall In Love With Anyone Do This.” Why do questions help us build heartfelt connection? And if 36 well-crafted questions can induce love, can 36 properly positioned questions lead to a sale?
- [Four Killer Methods to Give and Receive Feedback](https://www.sharilevitin.com/blog-news/success-selling-techniques/four-killer-methods-to-give-and-receive-feedback/) - To move past your current limits, you must know how what you’re doing wrong, and especially what you’re doing right. But unfortunately, many salespeople let their ego get in the way of their growth, and many sales mentors, well, have never learned the art and science of giving effective feedback.
- [The Ghost in the Room](https://www.sharilevitin.com/blog-news/success-selling-techniques/ghost-in-the-room/) - It happens all the time. You’re lucky enough to land a qualified prospect, you create strong rapport, your customer loves your product, the price is right. There’s just one problem. They need to speak with their brother (or mother, or doctor, or lawyer, or board members) about it. This brother, of course, is vacationing in Italy and can’t be reached. I call this third party “The Ghost in the Room.”
- [The One Thing High Achievers Do Differently](https://www.sharilevitin.com/blog-news/success-selling-techniques/the-one-thing-high-achievers-do-differently/) - I’ve been talking a lot lately about ways we sabotage our goals. It hit a chord with thousands of professionals. Why? Because we spend an awful lot of time strategizing our goals and dreams, but very little energy contemplating the forces that sabotage those dreams.
- [Three Methods to Answer Your Number One Sales Objection](https://www.sharilevitin.com/blog-news/closing-a-sale/three-methods-to-answer-your-number-one-sales-objection/) - One of the number one reasons your customers don’t buy from you has nothing to do with a competitor down the street and very little to do with big brands with cool new products. They aren’t buying from you because they prefer the status quo.
- [Vengreso Announces Appointment of Shari Levitin as Advisory Board Member](https://www.sharilevitin.com/news-pr-media/vengreso-advisory-board/) - 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”](https://www.sharilevitin.com/blog-news/closing-a-sale/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.
- [5 Strategies to Remove Sales Resistance](https://www.sharilevitin.com/blog-news/closing-a-sale/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.
- [Why Empathy Isn’t Enough to Build Trust in Sales](https://www.sharilevitin.com/blog-news/success-selling-techniques/why-empathy-isnt-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.
- [Why Good Salespeople Make Bad Decisions](https://www.sharilevitin.com/blog-news/success-selling-techniques/why-good-salespeople-make-bad-decisions/) - There’s a big difference between “emotional selling,” and selling emotionally. Selling emotionally means succumbing to our own negative emotions and tendencies. When you find yourself triggered by something your prospect says, try naming the emotion you’re feeling. Feeling frustrated is very different than feeling humiliated. Both require different solutions.
- [Are You Ready to Accelerate Your Sales This Week?](https://www.sharilevitin.com/blog-news/success-selling-techniques/accelerate-your-sales-this-week/) - I have been blown away by the number of requests I've received on social media and email asking me to share prior video posts from LinkedIn and Facebook to help accelerate sales. Everyone seems to have a favorite. I’m going to provide you with the top 3 audience favorites from the last six months. These videos have received more than 10,000 views each. Watch these starting now and increase your sales, accelerate close time and enjoy more fun in the sun this summer!
- [5 Reasons Your Customer Bought from Your Competitor](https://www.sharilevitin.com/blog-news/success-selling-techniques/5-reasons-your-customer-bought-from-your-competitor/) - Our brains are busier than ever before. New research shows the average person sees 4,000-10,000 ads per day, checks email over 70 times and switches devices over 500 times in a 24-hour period. Trying to figure out what you need to know and what you can ignore is exhausting.
- [Three Simple Tips to Practice “Constructive Delusion”](https://www.sharilevitin.com/blog-news/success-selling-techniques/three-simple-tips-to-practice-constructive-delusion/) - There’s a scientific phenomenon that explains an idea called “Confirmation Bias.” Cognitive researchers have found that we have an unconscious tendency to seek out and readily accept information that confirms our preconceptions, and to ignore, distort, or discount information that contradicts (or disconfirms) them.
- [The Secret Ingredient to Uncover Hidden Objections and Grow Your Sales](https://www.sharilevitin.com/blog-news/personal-professional-development/courage-the-secret-ingredient-to-uncover-hidden-objections/) - 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 it was all smoke and mirrors. Too often salespeople hope someone, anyone, will give them the answer. But no one will ever hand you a badge of courage unless you earn it.
- [Why Stories Are Rocket Fuel For Your Business Growth](https://www.sharilevitin.com/blog-news/closing-a-sale/why-stories-are-rocket-fuel-for-your-business-growth/) - Many salespeople share how others have used their product, but they fail to think about why they’re telling the story or how it will benefit the customer and the sales process. Before telling any story, ask yourself these questions.
- [Can Eulogy Virtues Increase Your Sales? Just ask Meghan McCain](https://www.sharilevitin.com/blog-news/closing-a-sale/can-eulogy-virtues-increase-your-sale/) - In his book The Road to Character, David Brooks discusses the difference between “resume virtues” and “eulogy virtues.” Resume virtues are those skills you bring to the marketplace—qualities like drive, competition, and gregariousness. The Eulogy virtues are the ones people will talk about at your funeral.
- [Are You the Smartest Person in Room?](https://www.sharilevitin.com/blog-news/closing-a-sale/are-you-the-smartest-person-in-room/) - For as long as humans have inhabited earth, we have struggled with the tension between how we want our lives to be and how they really are. Where I went to be versus where I ended up. After studying top performers for over 30 years, I can assure you, top performers resolve this tension in entirely different ways from those they outperform.
- [The Curiosity Factor in Sales and Leadership](https://www.sharilevitin.com/blog-news/closing-a-sale/the-most-important-attribute-for-sellers-today-2/) - What lies at the root of every great invention, transformation and friendship, is curiosity. Unless salespeople are truly curious, they fail to: engage prospects, master new products offerings or grow from constructive feedback.
- [The Three-Part Formula for Sustained Happiness and Success in Sales](https://www.sharilevitin.com/blog-news/success-selling-techniques/three-part-formula-sustained-happiness-success-sales/) - I, like most of you, struggle to define happiness….happy is a word we throw around a lot. The pursuit of happiness is etched into the American psyche right there next to liberty and even life. But what does happiness really mean, and more importantly, how do we achieve it?
- [Roundup: Top 3 Sales Videos of Q2](https://www.sharilevitin.com/blog-news/management-training-articles/roundup-top-3-sales-videos-q2-2019/) - Can you believe it? The second quarter of 2019 is already over. In my quarterly roundup, I share with you my top three LinkedIn sales videos from the last three months. All of them have valuable tips that’ll help you increase your sales and achieve your goals for Q3.
- [How to Declutter Your Sales Process](https://www.sharilevitin.com/blog-news/success-selling-techniques/how-to-declutter-your-sales-process/) - Your junk drawer provide a perfect metaphor for your sales process. Your junk drawer, like your sales process, undergoes a natural sort of entropy. We litter them with ideas, metrics, and white papers; we pile on more information and clutter our slide decks. We assume if one taco sauce is good, fifty must be better.
- [Three Selling Behaviors That Will Make or Break Your Success in 2019](https://www.sharilevitin.com/blog-news/success-selling-techniques/three-selling-behaviors-that-will-make-or-break-your-success-in-2019/) - Too many sellers look for new business in the wrong places. They’re in the dark when it comes to engaging with today’s information rich, time starved consumer. They fail to adapt to new methods of prospecting, discovering information, creating value, and holding the customer’s attention. In fact, according to new research by Gartner, sellers engage in behaviors today that thwart sales.
- [A Seller’s 12 Days of Christmas](https://www.sharilevitin.com/blog-news/personal-professional-development/a-sellers-12-days-of-christmas/) - We are in the midst of celebrating the Twelve Days of Christmas! In an effort to engage the creative side of my brain, I’ve selected four of my popular videos from 2019 that correspond to A Seller’s 12 Days of Christmas. May this poem serve as a reminder that when we continually do the right things, when we create the right systems for change, the results take care of themselves…
- [Three Sales Lessons Learned From My Trip to Antarctica](https://www.sharilevitin.com/blog-news/success-selling-techniques/three-sales-lessons-learned-from-my-trip-to-antarctica/) - I rarely take three weeks off, but for the opportunity to visit our seventh continent on a National Geographic expedition, I made an exception. Antarctica isn’t owned by anyone and answers to an international treaty. No residents live on this ice-covered landmass, paving the way for the most abundant wildlife I’ve ever seen. We can
- [4 Ways to Replace Hard Work With “Heart” Work](https://www.sharilevitin.com/blog-news/closing-a-sale/4-ways-to-replace-hard-work-with-heart-work/) - We’ve all heard it, "It’s not in our budget;" "The timing isn’t right;" "We’re looking at many different options;" "I’ll run it by the board;" "It’s not a priority right now;" "My brother’s in the business…" Sometimes customer excuses and objections seem endless. I know this first-hand. So how do outstanding salespeople diffuse objections and close deals more effectively?
- [Why I Trekked Over 7000 Miles Last Spring to Increase My Sales](https://www.sharilevitin.com/blog-news/personal-professional-development/why-i-trekked-over-7000-miles-last-spring-to-increase-my-sales/) - I traveled over 7,000 miles to make it to Outbound 2019, and will stop at nothing to make it to Outbound 2020. Have you gotten your tickets yet? Use my promo code shari100 to save $100 on your ticket purchase.
- [3 Sales Videos To Help You Conquer Your 2020 Goals](https://www.sharilevitin.com/blog-news/success-selling-techniques/3-sales-videos-to-help-you-conquer-your-2020-goals/) - Time flies and it's almost the second quarter of 2020! If you're anything like me, you've probably found yourself wondering where the first 2 months went. You might also be wondering what exactly those sales goals were that you set for 2020... I might be able to help.
- [4 ways to Lead with Empathy in a Time of Uncertainty](https://www.sharilevitin.com/blog-news/personal-professional-development/4-ways-to-lead-with-empathy-in-a-time-of-uncertainty/) - It’s hard to wrestle with a ghost. You either own your fears or they own you. Fears do their worst damage when they knock around in your mind. Last night, my fears knocked around in my mind from about 3:30 AM to 5:00 AM, when I finally got up and decided to do something about it...
- [Will You Test Positive For Your Actions During COVID-19?](https://www.sharilevitin.com/blog-news/the-new-consumer/will-you-test-positive-for-your-actions-during-covid-19/) - 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. Today it’s not enough to sound good, we need to do good, to ensure the health and safety of ourselves and our communities.
- [The Great Mistake](https://www.sharilevitin.com/blog-news/personal-professional-development/the-great-mistake/) - The great Eleanor Roosevelt once said, “Learn from the mistakes of others. You can't live long enough to make them all yourself” and she was right. Recently, I was reminded of this lesson again, when I fumbled a Zoom presentation. Even with the years of experience and countless virtual presentations I’d done (seamlessly, for the most part) before... I still blew it in front of 200 people I really respect. But, it wasn’t that I failed to practice or that I didn’t know the content, it was that I...
- [Two Foolproof Ways to Prospect in a Pandemic (Starting With a Pepperoni Pizza)](https://www.sharilevitin.com/blog-news/success-selling-techniques/two-foolproof-ways-to-prospect-in-a-pandemic-starting-with-a-pepperoni-pizza/) - Sellers often come to me when they’ve hit a major stumbling block: a great potential client isn’t responding. The last few weeks, it’s happening more often.
- [How to Create Spellbinding Connections in a Time of Uncertainty](https://www.sharilevitin.com/blog-news/personal-professional-development/witches-switches-and-niches/) - You have enormous potential to recreate yourself. When you listen to those with opposing views, cultivate the courage to examine your own, and dare to extend yourself, you’ll create the right kind of magic.
- [Two Free Resources For You](https://www.sharilevitin.com/blog-news/personal-professional-development/two-free-resources-for-you/) - If you’re anything like me, over the last couple of months in quarantine, you’ve probably felt a little “chaotic”, working through your to-do list while (attempting) to juggle working from home, and even caring for kids (phew!).
- [No Shows Killing Your Virtual Sales?](https://www.sharilevitin.com/blog-news/closing-a-sale/heres-how-successful-sellers-assure-a-high-show-rate-on-virtual-calls/) - By now, we’ve all probably had our share of disastrous zoom calls. A few weeks back, I revealed my own epic fail...
- [5 Proven Keys To Keep Any Prospect’s Attention and Crush Your Next Presentation](https://www.sharilevitin.com/blog-news/success-selling-techniques/are-you-losing-your-customers-before-you-even-start/) - “Are we there yet?” Sorry to break it to you, but that’s what your customers are thinking in 87 percent of all virtual sales conversations.
- [The Most Overlooked Step in Virtual (or Face to Face) Selling](https://www.sharilevitin.com/blog-news/sales-presentations/the-most-overlooked-step-strategy-in-virtual-or-face-to-face-selling/) - When I first started in sales, one day I thought I had done an amazing Discovery. I told my boss about it. "It was amazing", I said...
- [Playing Cards is Fun...Just Don't Play This Card](https://www.sharilevitin.com/blog-news/personal-professional-development/playing-cards-is-fun-just-dont-play-this-card/) - Whether this past year brought you, pain, joy, or, likely, a mixture of both, remember, we must get our minds and our hearts right before we can get our sales right. It starts with positivity and avoiding the victim mindset.
- [2020 Round Up and FREE Resources for 2021](https://www.sharilevitin.com/blog-news/personal-professional-development/2020-round-up-and-free-resources-for-2021/) - This has been a tumultuous 12 months, a harrowing ride through reinventing ourselves, reevaluating what’s important, and learning to create connection across the digital divide.
- [The Truth About Reaching Your Sales Goals in 2021](https://www.sharilevitin.com/blog-news/success-selling-techniques/the-truth-about-reaching-your-sales-goals-in-2021/) - Tomorrow morning when you wake up, you probably won’t feel like prospecting, returning customer calls, or strategizing your schedule, and if you do, you probably won’t feel like doing it the next day.
- [February Round Up](https://www.sharilevitin.com/blog-news/success-selling-techniques/february-round-up/) - This month's round-up features content about creating the right buying experience, why demos don't always matter, and the number one skill you need in 2021... plus so much more. Let’s dig in!
- [In the world of virtual selling, be a Sean...](https://www.sharilevitin.com/blog-news/closing-a-sale/in-the-world-of-virtual-selling-be-a-sean/) - The traditional view of achievement, like the traditional view of sales success, needs overhauling.
- [How bad advice changed my business...and it can change yours, too!](https://www.sharilevitin.com/adaptive-seller/bonding-across-the-digital-divide/) - Research shows that empathy skills in first-generation smartphone users have dropped by 40%. Forty percent!
- [March Round Up: In Case You Missed It...](https://www.sharilevitin.com/blog-news/success-selling-techniques/march-round-up-in-case-you-missed-it/) - April is the perfect month to not only re-energize your home...it's also an excellent time to re-evaluate what is working and what needs to be "spring cleaned" when it comes to the sales performance of your business.
- [Why I Trekked Over 5,000 Miles in the Middle of a Pandemic (and why you should, too!)](https://www.sharilevitin.com/blog-news/personal-professional-development/why-i-trekked-over-5000-miles-in-the-middle-of-a-pandemic-and-why-you-should-too/) - I've traveled over 5,000 miles so far, headed to Outbound 2021. Have you gotten your tickets yet? Use my promo code shari100 to save $100 on your ticket purchase.
- [Unmasking Your Sales in a Post Covid-19 World](https://www.sharilevitin.com/blog-news/personal-professional-development/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?
- [3 Things Your Prospects Aren't Telling You](https://www.sharilevitin.com/blog-news/closing-a-sale/3-things-your-prospects-arent-telling-you/) - The experience customers have isn't one thing. It's the combination of many things, but sometimes it's the smallest things that can make the biggest impact.
- [July Round Up](https://www.sharilevitin.com/blog-news/success-selling-techniques/july-round-up/) - Almost anything can be practiced but practicing anything requires the skill and the WILL to work...
- [How to Recover after Getting off on the Wrong Foot](https://www.sharilevitin.com/blog-news/closing-a-sale/recover-from-getting-off-on-wrong-foot/) - Two weeks ago, I met my new friend, sales guru and best selling author, Jill Konrath, at the San Francisco airport and Ubered to my place. Before long, we were craving some goodies so decided to hop in my car and head to the nearest grocery store. The next thing I knew, I ran over her foot! Nice work huh? Running over your mentor’s foot? Then I wrote this article about it.
- [The Secrets to an Engaged Team](https://www.sharilevitin.com/blog-news/executive-management-training/the-secrets-to-an-engaged-team/) - None of your salespeople wake up and say, “I can’t wait to learn something today!” So how do you engage them in learning and development?
- [High Integrity Selling](https://www.sharilevitin.com/blog-news/closing-a-sale/high-integrity-selling/) - Watch Shari in High Integrity Selling and learn how to build trust immediately and in any situation.
- [3 Secrets to Connecting and Building Rapport](https://www.sharilevitin.com/blog-news/closing-a-sale/building-rapport/) - In The 3 Secrets to Connecting and Building Rapport, Shari discusses the importance of building relationships based on values, not vocation, not confusing rapport building with a discovery, and other powerful concepts that will help you close more sales in any endeavor.
- [Shari Levitin to teach Pitch Perfect at the University of Utah](https://www.sharilevitin.com/news-pr-media/pitch-perfect/) - Shari Levitin, local entrepreneur and top sales expert, will teach “Pitch Perfect” to a select group of students. Students will observe and work alongside major companies such as Oracle, MarketStar and England Logistics to gain valuable hands-on experience not confined to the classroom. This highly interactive course consists of live and online training, individual and group assignments as well as an impressive roster of guest speakers.
- [The Three Behaviors That Sabotage Your Goals](https://www.sharilevitin.com/blog-news/success-selling-techniques/the-three-behaviors-that-sabotage-your-goals/) - Join me in Sydney Australia as I reveal the Three Behaviors that Sabotage Your Goal Setting Success.
- [How to Reverse the Formula of “Happily Ever After” and Increase Sales](https://www.sharilevitin.com/blog-news/personal-professional-development/reverse-the-formula-of-happily-ever-after-and-increase-sales/) - As the holidays approach and we gather with our family, friends or perhaps someone else’s family and friends, we are reminded to show gratitude, to feel grateful for all we have., But some of us may find ourselves falling short, or perhaps secretly thinking, “if only” If only, I had a
- [How Safe is Your Job in 2019?](https://www.sharilevitin.com/blog-news/success-selling-techniques/how-safe-is-your-job-in-2019/) - As the battle rages on between robots and human capital, many sales professionals are asking themselves the question, “Am I replaceable?” It’s a valid concern.
- [How to Leverage Video into Your Sales Process to Win More Deals](https://www.sharilevitin.com/blog-news/success-selling-techniques/how-to-leverage-video-into-your-sales-process-to-win-more-deals/) - Whether you’re selling B2B or B2C separate yourself from your competition, embrace video now. Whether it’s to attract new business, secure additional business, ensure retention, or as a follow up to your discovery, video is the future. So how and where should you incorporate video?
- [Is There a Reason You're Not Doing Your Homework?](https://www.sharilevitin.com/blog-news/sales-presentations/is-there-a-reason-youre-not-doing-your-homework/) - It used to be the only way we could discover a prospect’s needs and objectives was to meet over a cup of coffee or perhaps by telephone. Today, you must do your homework...
- [Three lessons I learned about Sales from my Trip to South Africa](https://www.sharilevitin.com/blog-news/personal-professional-development/three-lessons-i-learned-about-sales-from-my-trip-to-south-africa/) - It was a bucket list trip that had been postponed for three years due to COVID, but our trip to the South African Bush was well worth the wait. South Africa is known for its variety: Three capitals, eleven official languages, 20 national parks and a diversity of animals seen nowhere else on the planet.
- [Be Bullish](https://www.sharilevitin.com/blog-news/closing-a-sale/be-bullish/) - Shari discusses strategies for multiple week sales and creating value for the price.
- [5 Keys to a Successful Sales Meeting](https://www.sharilevitin.com/blog-news/management-training-articles/5-keys-to-a-successful-sales-meeting/) - Every day, in hundreds of sales offices around the globe, salespeople anticipate – and managers prepare for – “The Sales Meeting.” For some teams, the sales meeting is something to be endured and suffered through before they can finally get to work. Others, however, have terrific meetings that are positive, energetic, upbeat and truly motivational.
- [Ten Keys for Beating a Sales Slump](https://www.sharilevitin.com/blog-news/management-training-articles/ten-keys-for-beating-a-sales-slump/) - No one likes a slump but almost every good salesperson goes through at least one in their career. If you find yourself in a slump, follow these proven techniques to get back on the fast track.
- [“Many to Many” The New World of Collaboration](https://www.sharilevitin.com/blog-news/management-training-articles/many-to-many-the-new-world-of-collaboration/) - When I was in grade school, the excitement and pleasure of knowing The Wizard of Oz would be airing within the month was overwhelming. Neighborhood children delighted in invitations to friends’ houses, where together they would eat Jiffy Pop popcorn and watch The Wicked Witch swoop down on her broom into Munchkin Land.
- [Ask the Tough Questions: The One Thing That Sets Apart the Best Leaders and Salespeople](https://www.sharilevitin.com/blog-news/closing-a-sale/ask-the-tough-questions/) - Your ability to hold yourself, your customers, and others, accountable will make the difference between having a little respect and having tremendous respect.
- [Why is there a Talent Gap in Business Today?](https://www.sharilevitin.com/blog-news/executive-management-training/talent-gap/) - According to Boston Consulting Group after researching 4,000 companies, 58% percent claim they are failing to grow effective leaders resulting in huge financial losses.
- [Teaching an Old Dog New Tricks](https://www.sharilevitin.com/blog-news/executive-management-training/teaching-an-old-dog-new-tricks/) - Ok, let’s face it. Your salespeople don’t wake up in the morning eager to train any more than your prospects line up to purchase your product. So how do you create the desire for them to acquire the skills needed to increase their income? Do you have to keep barking at them?
- [Levitin Group CEO, Shari Levitin, Announces Major Book Deal with Career Press](https://www.sharilevitin.com/news-pr-media/book-deal-announcement/) - 10 Universal Truths every salesperson needs to know about translating customer connection into bottom-line results. Career Press, on sale at bookstores and on Amazon.com the first of the year.
- [What Your Junk Drawer Says About You](https://www.sharilevitin.com/blog-news/sales-presentations/junk-drawer-says/) - The key to embracing change is having faith that when we get rid of the junk and clutter, something or someone even more magical will take its place.
- [November Round Up](https://www.sharilevitin.com/blog-news/success-selling-techniques/november-round-up/) - Can you believe it? We only have one month left of 2020. Before we take a deep dive into the final month of the year, let me share with you my top 3 LinkedIn sales videos from November...
- [August Roundup What’s Trending at Levitin Group?](https://www.sharilevitin.com/blog-news/sales-management/august-roundup-whats-trending-at-levitin-group/) - Over a year into the pandemic, and hybrid selling isn’t slowing down, it’s accelerating. And this is just the beginning. We're at an inflection point. A time when we must adapt the way we learn, do business, access customer needs, and create value. This past year has also taught us that so much more can
- [5 Ways to Crush Your Virtual Sales Goals with Discipline](https://www.sharilevitin.com/uncategorized/5-ways-to-crush-your-virtual-sales-goals-with-discipline/) - The most common challenges holding virtual sellers back from crushing their goals aren’t talking too much, an inability to overcome objections, poor prospecting skills, or fear of closing. Although this lack of hard skills is all too common, I would say the most common challenge is discipline. Sales success requires the discipline to stick to
- [The Paradigm Shift from Traditional to Virtual Selling](https://www.sharilevitin.com/blog-news/success-selling-techniques/the-paradigm-shift-from-traditional-to-virtual-selling-2/) - 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
- [What Do George Jetson and High Yield Training Programs Have in Common?](https://www.sharilevitin.com/blog-news/management-training-articles/training-program-blog/) - Your sales team is the lifeblood of your business, and the guidance you provide is crucial to success in an ever-competitive market. Utilizing these 3 strategies when creating your training program will improve retention in trainees dramatically and ensure your team has the tools they need to succeed and grow the bottom line!
- [This Sales Hack Gets Anyone to Call You Back](https://www.sharilevitin.com/blog-news/this-sales-hack-gets-anyone-to-call-you-back/) - If you traveled on I-70 between Denver and Vail, Colorado, you might notice a packed parking lot in front of a restaurant with the sign: BAD FOOD, WARM BEER. I hear the food is “meh,” but the message is so different people crowd the restaurant to see for themselves. Your prospects are desensitized to emails
- [Sales Ethics - Becoming a Moral Millionaire](https://www.sharilevitin.com/blog-news/sales-ethics-becoming-a-moral-millionaire/) - Ethics in sales takes commitment. Every act we perform in life, no matter how seemingly insignificant, shapes us and our success.
- [Selling with Video: Your Secret Weapon to Increase Sales](https://www.sharilevitin.com/blog-news/selling-with-video-your-secret-weapon-to-increase-sales/) - Today’s buyers are desensitized to your email and phone outreach. Right now, 90% of all our revenue comes from inbound – because of video. Potential buyers are three times more likely to open and view a video than read an email. A Forbes report showed that 65% of senior executives had visited a vendor’s website
- [Vital Lesson About Sales Success I Learned from My Mom](https://www.sharilevitin.com/blog-news/vital-lesson-about-sales-success-i-learned-from-my-mom/) - Sometimes we think there’s a magic bullet that will catapult us to happiness and success. We’re frantically looking for a magic powder, a new pill, or the latest diet of clever closes. I hate to disillusion you, but the truth is no one thing will bring you success in life or sales. It’s a lesson
- [How to Build Trust in Virtual Sales and Why It’s Harder](https://www.sharilevitin.com/blog-news/how-to-build-trust-in-virtual-sales-and-why-its-harder/) - When I first started selling over the telephone, I couldn’t figure out why it was more difficult to build trust and rapport with my customers over the phone than in person. After all, they could hear the sincerity of my voice, and I made my offering about them. (Ok, I didn’t start that young!) To
- [The Paradigm Shift from Traditional to Virtual Selling](https://www.sharilevitin.com/blog-news/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
- [Active Listening Activities Guaranteed to Improve Sales Performance](https://www.sharilevitin.com/blog-news/active-listening-activities-guaranteed-to-improve-sales-performance/) - If you can master these active listening activities, you'll have a deeper understanding of your customers and be able to add more value.
- [SURVIVE, ADAPT, THRIVE Virtual Live Event](https://www.sharilevitin.com/blog-news/adaptmasterclass/) - 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
- [What does it mean to have your heart in selling?](https://www.sharilevitin.com/blog-news/success-selling-techniques/what-does-it-mean-to-have-your-heart-in-selling/) - Talk to successful salespeople and you’ll find that they have one thing in common. They not only lead with their heart when connecting with others...
- [Finding Meaning Even When it's Hard](https://www.sharilevitin.com/uncategorized/finding-meaning-even-when-its-hard/) - In his 2017 book Finding Meaning in an Imperfect World, philosopher Iddo Landau says "people are mistaken when they feel their lives are meaningless..." >>>READ MORE
- [The Fortune is in the Follow Up](https://www.sharilevitin.com/blog-news/closing-a-sale/what-do-do-when-your-client-abandons-you/) - Several years back, I began talking with a customer who at first appeared to be my dream client. We met with Jason, the founder and CEO, two or three times by phone and the fourth time for lunch. He asked me to talk with two or three of the other executives. Each time they seemed interested, each time I provided them with more information, and each time they asked me for more white papers, testimonials, and then a proposal. Finally, I provided them with FREE access to our software for 45 days with the promise that I was their favorite vendor. Then, they disappeared.
- [Resist the Sales Rabbit Hole](https://www.sharilevitin.com/productivity/resist-the-sales-rabbit-hole/) - Last year, I had the good fortune to see the premiere of producer Jeff Orlowski's documentary, The Social Dilemma, in person at the Sundance Film Festival. The documentary shows how technology companies encourage us to spend more time on their platforms by creating algorithms designed to excite, agitate and addict us to want more. Each time we check a Twitter feed or Facebook update, we get a dollop of opiate-like reward hormones. This pinging and dinging creates a dopamine-addiction feedback loop, effectively rewarding the brain for losing focus and for constantly searching for external stimulation. We get pulled deeper into a rabbit hole. This goes for email too. According to bestselling author, Jill Konrath, email, like social media, lights up the pleasure center in our brain. The very act of opening it, responding to it, or deleting it makes us feel good.
- [How To Lose A Year’s Worth Of Business (And Why You Should Try It)](https://www.sharilevitin.com/blog-news/closing-a-sale/how-to-lose-a-years-worth-of-business-and-why-you-should-try-it/) - Just as many around the world were feeling the impacts of impending shutdowns, my business was rocked with a major shift. Within the first weeks of the pandemic, a year’s worth of live keynote speeches and seminars were suddenly canceled. Like an earthquake, the reality of a rapidly changing market had shaken the business I’d nurtured for over 30 years to its core.
- [4 Ways to Create Abundance While Self Isolating](https://www.sharilevitin.com/blog-news/personal-professional-development/how-to-create-abundance-while-self-isolating/) - The other day, I caught myself dreaming “If only...” But then, I realized, I still have a choice. I can stop obsessing about what is wrong, about what’s missing, about what I can’t do, and I can choose to start thinking about what is right, what I do have, and what I can do. That choice, that small shift, changed everything.
- [Focus on Your Lifeline NOT Just Your Sales Pipeline](https://www.sharilevitin.com/blog-news/closing-a-sale/focus-lifeline-not-just-sales-pipeline/) - As we head into 2020, the #1 imperative for sellers is to Re-humanize sales. Rehumanizing starts with bringing our humanity into every aspect of our lives.
- [Is the “If Only" Syndrome Robbing You of Your Happiness?](https://www.sharilevitin.com/blog-news/personal-professional-development/is-the-if-only-syndrome-robbing-you-of-your-happiness/) - As a sales strategist, I’ve spent the past 30 years studying how gratitude, optimism, and resilience shapes people’s lives. Research shows that feeling grateful has positive effects on our behavior making us more honest (I swear!), increasing our self-control, enhancing our performance at work, and our relationships.
- [Reaching for the Familiar](https://www.sharilevitin.com/blog-news/personal-professional-development/reaching-for-the-familiar/) - As I was boarding a flight from Kauai to Maui, a small Chinese boy came up from behind me squealing and shaking with delight. He pointed at my carry-on, reached in with his little hand and removed a bottle of pills. His parents were apologetic and embarrassed. As it turned out, the container he clutched was a bottle of Chinese herbs, complete with recognizable Mandarin writing. It seems as though he had zeroed in on something familiar and comforting from China.
- [Laser Focus](https://www.sharilevitin.com/blog-news/management-training-articles/laser-focus/) - The last decade has been a gold rush of searching and gathering information on the Internet. Videos, news, personal information, and opinions are so prolific that the next decade will likely be more about filtering information than acquiring it. Consider Google Alerts, Facebook, Twitter, Linked In, Pinterest, Instagram and You Tube. These tools are all methods of consolidating massive amounts of information into tiny bites that can hold our attention. Suddenly what we don’t pay attention to has become more important than what we do pay attention to.
- [Anything that can be told can be asked. Don’t you think?](https://www.sharilevitin.com/blog-news/closing-a-sale/anything-that-can-be-told-can-be-asked-dont-you-think/) - Our customers learn about our program and become comfortable with it by seeing and doing. Too many salespeople rattle off facts and attempt to educate their customers without visually and actively involving them. Rather than telling your customer a piece of information, encourage them to participate more. Have them flip through the exchange directory to find their next vacation destination. If you have touch-screen technology, encourage them to do the touching!
- [Taking Chances](https://www.sharilevitin.com/blog-news/personal-professional-development/taking-chances/) - In a recent appearance with singer composer Roseanne Cash, my brother, Dan Levitin, a well-regarded neuroscientist and author, discusses why we like music so much. He describes the brain as a giant prediction machine. We look forward to our expectations being met within a song. We expect a certain note or rhythm and when our expectations are fulfilled, we’re rewarded.
- [3 Rules to Project Confidence and Create Urgency](https://www.sharilevitin.com/blog-news/closing-a-sale/3-rules-to-project-confidence-and-create-urgency/) - Follow these three rules to project confidence to your customers. Failure to do so will jeopardize your earnings.
- [Having Trouble Getting Your Customers to Commit?](https://www.sharilevitin.com/blog-news/closing-a-sale/having-trouble-getting-your-customers-to-commit/) - If you are in sales, I’m sure you’ve heard the adage “If you confuse them you lose them.” This has never been truer than today, in a time of information overload.
- [The #1 Reason They Won’t Buy From You and What You Can Do About It](https://www.sharilevitin.com/blog-news/closing-a-sale/the-1-reason-they-wont-buy-from-you-and-what-you-can-do-about-it/) - One of the main reasons people don’t purchase a product is because they either don’t trust the salesperson, or they think the offer is too good to be true. Sometimes, our customers ask us questions just to see if we give them an honest response.
- [Surprising Secrets to Overcoming Objections](https://www.sharilevitin.com/blog-news/closing-a-sale/surprising-secrets-to-overcoming-objections/) - One of the biggest mistakes salespeople make is that we over answer objections at the beginning of a sales encounter.
- [Listen Up! – 7 Strategies For An effective and Memorable Presentation](https://www.sharilevitin.com/blog-news/sales-management-training/listen-up-7-strategies-for-an-effective-and-memorable-presentation/) - Follow these seven strategies for an unforgettable presentation and your message will not only enhance the lives of your listeners, but will be a timeless reminder of your contribution.
- [5 Ways to Turn a “No” Into a “Yes”](https://www.sharilevitin.com/blog-news/closing-a-sale/5-ways-to-turn-a-no-into-a-yes/) - How often do we hear the word “no” and simply give up? Does no really mean no? Great salespeople realize that the word “no” simply means, “I need more information before I say yes.” I shared this concept with a friend of mine who is a professional mountaineer. When she sees obstacles on her path, they’re merely “problems“ or “challenges” that she figures out how to go around, through, on top of or at times she may use a different tool.
- [5 Ways to Tell if Your Client is a Professional Procrastinator and Won’t Commit and 3 Easy Steps to Get Them to Buy](https://www.sharilevitin.com/blog-news/closing-a-sale/5-ways-to-tell-if-your-client-is-a-professional-procrastinator/) - A challenge for many sales people is creating urgency and commitment from the customer who appears to love everything about the offer, but simply won’t commit to spending dollars today. What’s the secret to handling the client who is agreeable throughout your sales presentation, who appears open and engaged, only to say when you’re finished presenting, “ I Like it, I Love It, I’m leaving!”
- [Just Ask: This Mistake Can Cost You a Fortune](https://www.sharilevitin.com/blog-news/closing-a-sale/just-ask-this-mistake-can-cost-you-a-fortune/) - If we don’t ask we don’t get. I remember reading a report last year that showed that less than 50% of all salespeople ever asked for the order, let alone a proportionately large order.
- [Overcome These 5 Tendencies to Boost Your Sales Performance](https://www.sharilevitin.com/blog-news/success-selling-techniques/overcome-these-5-tendencies-to-boost-your-sales-performance/) - When we’re not concentrating on certain positive behaviors, we default into behaviors that prohibit us from getting a sale.
- [5 Methods to Hold Your Customer’s Attention](https://www.sharilevitin.com/blog-news/sales-presentations/5-methods-to-hold-your-customers-attention/) - Did you know that according to a study by the US Navy, the attention span of the average person is only thirty seconds? That means every thirty seconds your prospects are thinking about picking up the dry cleaning, their date on Friday night or the bill they forgot to pay!! Holding their attention is tougher than ever. Your customers are flooded with text messages, information, To Do Lists and more. How do you stand out? Follow these five tips to attract and keep the attention of your customers.
- [5 Sure-Fire Methods of Creating Emotion in Your Sales Presentation](https://www.sharilevitin.com/blog-news/sales-management-training/5-sure-fire-methods-of-creating-emotion-in-your-sales-presentation/) - What do you tell people about owning your product? Do you tell them that it’s fun, thrilling or maybe adventurous? Do you share with them how good they’ll feel when they’re using it? Most of us have learned about the benefits of emotional selling or, as Levitin Group calls it, “getting to Third Level,” and how it can increase your chances of closing the deal.
- [Overcoming Objections - When It’s Not So Urgent](https://www.sharilevitin.com/blog-news/sales-presentations/overcoming-objections-when-its-not-so-urgent/) - These days, we live in a world where texters, emailers, and phone callers expect an instant response. It’s urgent, you know! As salespeople we too are seeking an urgent response, many of us expecting it within 90 minutes. The problem with all of this instant communication, and the chaos it creates, is that we lose sight of when something is truly pressing and when it would be best set aside.
- [Who Needs Fertile Ground](https://www.sharilevitin.com/blog-news/sales-presentations/who-needs-fertile-ground/) - Recently I was at a wine tasting event and I heard an interesting tidbit: the worse the soil, the better the grapes and the more delicious the wine. This may seem contradictory until you dig deeper. It takes a lot more effort for grapes to grow in poor soil than in rich soil, so when they do they’re much stronger and have more character.
- [Are You Prepared to Shorten Your Sales Cycle?](https://www.sharilevitin.com/blog-news/closing-a-sale/shorten-sales-cycle/) - People call our offices each week and tell us, “We don’t need any help with the Discovery phase or any of that “connecting” stuff, just give us some tips on how to deal with the “I want to think about it,” or the “Let me talk to my Accountant,” or “Let me run it by my Board of Directors.” How do we get past that?
- [Is Your First Impression a Great One?](https://www.sharilevitin.com/blog-news/success-selling-techniques/is-your-first-impression-a-great-one/) - The Primacy effect refers to the process where our first impression’s of another person causes us to interpret his or her subsequent behavior in a manner that is consistent with our first impression.
- [Why did Sean Harrison Walk Out of a 7-Figure Job?](https://www.sharilevitin.com/blog-news/heart-and-sell-podcasts/sean-harrison/) - You heard it first here! Learn why industry legend, Sean Harrison, walked out of a seven figure job and how he changed his life for the better. As the current Executive Vice President of Wyndham Vacation Ownership over all of Hawaii, Sean reveals a lifetime of wisdom in one 30 minute podcast.
- [How you can attract, retain and extend your relationship with customers](https://www.sharilevitin.com/blog-news/closing-a-sale/attract-retain-customers/) - Patricia Fripp has been named “One of the most electrifying speakers in North America.” She specializes in helping you improve your presentation and make more sales. She’s an expert in all things sales, as you’ll see in one of her most popular blogs, below: How you can attract, retain and extend your relationship with customers…
- [Three Temptations That Will Cost You Sales](https://www.sharilevitin.com/blog-news/closing-a-sale/three-temptations-will-cost-sales/) - I’ve never been much of a cook but what I do know is, if you follow the recipe for baking a cake exactly: voilà! A cake appears. It’s magic. Now if you leave out one ingredient, let’s say eggs or baking powder, or if you haphazardly add an ingredient (yes, I’ve done both), your cake
- [The Secret Formula To Maintaining a High Average Sales Price](https://www.sharilevitin.com/blog-news/closing-a-sale/secret-formula/) - When salespeople fail to uncover their customer’s specific core emotional motivators they often resort to using a shotgun approach. They rattle off a host of features and benefits, hoping one will stick. This approach hardly ever works, especially in the age of information overload.
- [5 Super Simple Strategies Managers Use to Hit Budget Every Time!](https://www.sharilevitin.com/blog-news/management-training-articles/5-strategies-for-managers/) - Sales management is a very demanding job, especially when you’re juggling the duties of hiring, training, motivating, babysitting and being an in-house psychologist. The only thing your boss notices, however, is whether or not you hit budget. Just as Cuba Gooding Jr. challenges Ray in Jerry McGuire to “show me the money,” your boss demands results. After studying hundreds of sales managers in diverse environments, here’s what all quota-busting managers have in common:
- [The 5 Secrets of An Effective Sales Story](https://www.sharilevitin.com/blog-news/personal-professional-development/effective-sales-story/) - Since the advent of social media, how we promote our products and services has changed dramatically. We’re in a world of “I’ll have what you’re having. If you like it, and I like you, it must be good for me."
- [7 Sales Presentation Mistakes and How to Avoid Them](https://www.sharilevitin.com/blog-news/success-selling-techniques/7-sales-presentation-mistakes/) - Every time I work with a new sales organization, I find a few salespeople that are, well, too “sales-y”! 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.
- [Shari Levitin Featured as an Expert by Peak Sales Recruiting](https://www.sharilevitin.com/blog-news/success-selling-techniques/shari-levitin-featured-as-an-expert-by-peak-sales-recruiting/) - Thank you to Peak Sales Recruiting for featuring me as an expert on how to be a female that succeeds in sales. This article originally appeared on the Peak Sales Recruiting blog here and has been reprinted with permission below.
- [Why You Need Emotional Intelligence to Thrive in Sales](https://www.sharilevitin.com/blog-news/closing-a-sale/colleen-stanley/) - At some point, we’ve all let our emotions get the best of us, but how do we prevent our emotions from running our sales presentations and sabotaging our success? In this never before heard podcast, Shari Levitin, author of Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know, interviews president and founder of
- [How Do Top Performers Balance Rapport and Urgency?](https://www.sharilevitin.com/blog-news/success-selling-techniques/how-do-top-performers-balance-rapport-and-urgency/) - Think about your last few customer calls. When you first met 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.
- [The Number One Attribute Sellers Need in 2019 (It will fix everything, I promise)](https://www.sharilevitin.com/blog-news/closing-a-sale/the-number-one-attribute-sellers-need/) - People often ask me; “What are the attributes of top salespeople?” Many traits are critical to selling like empathy, resilience, strategic thinking, and practiced optimism, to name a few. But the one trait that supersedes them all is discipline.
- [An Answer to a Timeless Question; Does My Training and Learning Program Stick? And FREE eBook](https://www.sharilevitin.com/blog-news/closing-a-sale/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. A few things to consider...
- [Why You Need to Work Scarier, NOT Harder](https://www.sharilevitin.com/blog-news/personal-professional-development/why-you-need-to-work-scarier-not-harder/) - When it comes to increasing our income, we simply need to work scarier not harder. Working scarier means opening up to the possibility that we don’t need to be creating, doing, building, and staying connected all of the time.
- [What I Learned About Goal Setting from Running in Montana](https://www.sharilevitin.com/blog-news/personal-professional-development/learned-goal-setting-running-montana/) - Last week I made up all kinds of excuses as to why I couldn’t run the half marathon I signed up for in November. Having peaked at five miles with a ton of pain, I figured I’d give up. My son encouraged me. He told me, “It’s a mental game, you’re tough; you can do this!” I defended my position. I explained that as we age, cumulative injuries preclude us from performing like a teenager, our heartbeats slower, recovery takes longer, and I didn’t want to risk permanent injury.
- [5 Deadly Coaching Mistakes Sales Leaders Make and How to Fix Them](https://www.sharilevitin.com/blog-news/management-training-articles/5-deadly-coaching-mistakes/) - The benefits of coaching sales teams are undeniable. However, Bad or nonexistent coaching causes negative behaviors to become ingrained in your culture and repeated year after year. Whether you’re a manager or a seller, read these 5 deadly coaching mistakes and make certain you give and receive coaching designed to improve and sustain sales performance.
- [5 rituals every salesperson needs for independence](https://www.sharilevitin.com/blog-news/personal-professional-development/5ritualseverysalespersonneeds/) - Habits are liberating. A life in which we have to consider which shoe to tie first, and how we want to apply the paste to the brush each day would leave us exhausted. By relying on habits we free our minds to focus on what matters most.
- [Why Self-Reflection is the Key to Your Success](https://www.sharilevitin.com/blog-news/personal-professional-development/why-self-reflection-is-the-key-to-your-success/) - We often hear that thinking and reflecting are synonymous. They most certainly are not. Self-Reflection demands far more than intelligence. It requires a particular type of vulnerability and courage. Are you spending too much time thinking and not enough reflecting?
- [How to Gain Sales Consensus with the Ghosts in the Room](https://www.sharilevitin.com/blog-news/success-selling-techniques/gain-sales-consensus-with-ghosts/) - Thomas, the CEO of a large conglomerate, was a tough sell, but a lifelong client and now a dear friend. Agreements took months to close, terms were altered, and Thomas insisted on running each revision by “the board.” Come to find years later...
- [Trekking to Outbound 2019: The Must See Event for Top Sales Reps](https://www.sharilevitin.com/blog-news/success-selling-techniques/outbound-2019-event-for-top-sales-reps/) - Sales can be a tough game. It’s full of rejection, stress, and self-doubt. But once you armor yourself with the structure to manage it all, you’ll find the rewards to be plentiful.
- [The Real Reason Sales Are Lagging!](https://www.sharilevitin.com/blog-news/success-selling-techniques/real-reason-your-sales-are-lagging/) - Don’t enter into a new venture. Don’t sign contracts, buy a new house, expect to reach quota or count on callbacks. Do not be surprised if your technology is screwed up, your dog gets sick or something goes awry when you’re in transit...
- [Roundup: Top 3 Sales Videos of Q1](https://www.sharilevitin.com/blog-news/success-selling-techniques/roundup-top-3-sales-videos-q1-2019/) - I, like most of you, struggle to define happiness….happy is a word we throw around a lot. The pursuit of happiness is etched into the American psyche right there next to liberty and even life. But what does happiness really mean, and more importantly, how do we achieve it?
- [Outbound Conference Sneak Peek 2019](https://www.sharilevitin.com/blog-news/success-selling-techniques/outbound-conference-sneak-peek-2019/) - 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!
- [Use Your Heart to Increase Your Sales](https://www.sharilevitin.com/blog-news/success-selling-techniques/use-your-heart-to-increase-your-sales/) - 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!
- [Are You A Tailgate Seller?](https://www.sharilevitin.com/blog-news/success-selling-techniques/how-safe-is-your-job-in-2019-3/) - I love watching the Super Bowl, and I love a good tailgate party. But to excel in sales, or any worthwhile endeavor, you need to play the game, get dirty, fall down, and get back up again! Learn how.

## Pages

- [Be More. Sell More. | Sales Keynotes & Training by Shari Levitin](https://www.sharilevitin.com/) - Buyer ghosting, missed quotas, and rep burnout are draining teams. Shari Levitin rehumanizes selling with sales keynotes and training built for the AI era.
- [The Selling Isn't Everything Podcast](https://www.sharilevitin.com/podcast/) - Selling Isn’t Everything Podcast Legendary minds reveal the human truths behind influence, connection, and performance. Become an Insider Selling Isn’t Everything Podcast Legendary minds reveal the human truths behind influence, connection, and performance. Coach John Wooden’s Mentorship Advice Shaq asked Coach Wooden to mentor him — not on basketball, but on being a better man.
- [Selling Isn't Everything Podcast Episodes](https://www.sharilevitin.com/selling-isnt-everything-podcast-episodes/)
- [Become an Insider](https://www.sharilevitin.com/insider/) - Become an Insider Selling Isn’t Everything Podcast Legendary minds reveal the human truths behind influence, connection, and performance. As an Insider, you’ll soon get: Invitations to quarterly live Q&A sessions with Shari Levitin & Brent Adamson Early access to new studies, frameworks, and resources A look behind the curtain with bonus clips and outtakes from the show We’re
- [Watch Shari's Video](https://www.sharilevitin.com/watch-sharis-video/)
- [| Home](https://www.sharilevitin.com/home-new-2020/) - [vc_empty_space height=”60px” image_repeat=”no-repeat”][vc_single_image image=”4069″ img_size=”full” alignment=”center” style=”vc_box_border” border_color=”black” eltd_css_animation=”” el_class=”photo-shadow”][vc_empty_space height=”34px” image_repeat=”no-repeat”][no_button size=”large” icon_pack=”” target=”_self” font_weight=”” text=”LEARN MORE” link=”/about”][vc_empty_space height=”34px” image_repeat=”no-repeat”][no_button size=”large” icon_pack=”” target=”_blank” font_weight=”” text=”Get the Book” link=”http://amzn.to/2hObZSr”] [vc_empty_space height=”94px” image_repeat=”no-repeat”] Powerfully spoken words and engaging written content KEYNOTE SPEAKER/BESTSELLING AUTHOR/SALES GURU Shari Levitin is an energetic, wickedly funny sales guru, who helps
- [Heart and Sell Book](https://www.sharilevitin.com/resources/heart-and-sell-book/) - Heart and Sell Book ABOUT THE BOOK 10 Universal Truths Every Salesperson Needs to Know. Unlike sales books that focus solely on tips or techniques, Heart and Sell is all about understanding human needs and behavior—and using that understanding to form an authentic connection, rather than to finesse a quick sale. In a market where
- [Consulting](https://www.sharilevitin.com/consulting/) - Shari Consulting. CUSTOMIZED SALES TRAINING FOR YOUR UNIQUE NEEDS. WHY SHARI CONSULTING? A keen eye, unmatched expertise, and wicked smart solutions. In a trusted advisor, trust precedes advice. With over 25 years of experience in over 40 countries across five continents, the Shari team is here to be your trusted sales excellence advisors. Once we’ve
- [Training](https://www.sharilevitin.com/training/) - Shari Training. WORKSHOPS, TRAINING AND MASTER CLASSES. WHAT MAKES SHARI TRAINING DIFFERENT? The right stuff, and the right platform. Many sales training programs focus on how to train. At Shari.Training, we focus on how people learn. Using our proprietary framework: The Four Pillars of an Effective Training and Coaching program, learners will be able to
- [Speaking](https://www.sharilevitin.com/speaking/) - Shari Speaking. KEYNOTES, SPEECHES AND ADDRESSES. WHY BOOK A SHARI KEYNOTE? Real stories and real experiences, from a real person. Booking Shari Levitin for your keynote ensures an engaging and transformative experience for your audience. Shari's keynotes, ranging from 40 to 90 minutes, cover a variety of sales topics tailored to your meeting, seminar, or
- [About Shari Levitin](https://www.sharilevitin.com/about-shari-levitin/) - About Shari Levitin. MEET THE FACE BEHIND THE BRAND Authentically human. Masterfully insightful. Wickedly funny. Shari Levitin is a dynamic catalyst for change. As a sales futurist, she inspires teams to reach unparalleled growth in sales transformation by balancing the efficiency of AI with deepening human connections. Named Top 50 keynote speakers by Top Sales
- [Resources](https://www.sharilevitin.com/resources/) - Resources. GET STARTED WITH OUR FREE RESOURCES A wealth of curated sales knowledge at your fingertips. Welcome to Shari.'s free resources, designed to empower you as you create connections, fuel emotions and close more sales. Explore our collection and find exactly what you need to bridge the digital divide—any time, anywhere, right from your phone.
- [Contact Us](https://www.sharilevitin.com/contact-us/) - Contact Us. QUESTION FOR THE SHARI TEAM? You ask, we answer. Got a question about our services, about our team, or just want to say hi? Fill out the form below and we’ll get back to you as soon as possible. We look forward to hearing from you! Let’s start a conversation. Address PO Box
- [Test LinkedIn feed](https://www.sharilevitin.com/test-linkedin-feed/)
- [Timeshare Training](https://www.sharilevitin.com/timeshare-training/) - We help sales leaders navigate the timeshare industry. The Shari Levitin Group (SLG) is the preeminent training company in the timeshare sales industry. With over 30 years of experience, Shari Levitin is the premier trainer in timeshare, generating more than $1 billion in increased revenue for client companies. Shari coined the terms “Third Level,” “The
- [Oops!](https://www.sharilevitin.com/404-page/) - OOPS! There seems to be a problem accessing that page… See if these links help and please contact us with any questions. Read Shari’s Blog here. Get Shari’s book Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know here. Learn more about Shari’s Keynotes and Workshops here. Learn about online training here.
- [SUBSCRIPTION AGREEMENT & LICENSE BETWEEN SUBSCRIBER AND LEVITIN LEARNING](https://www.sharilevitin.com/terms/) - SUBSCRIPTION AGREEMENT & LICENSE BETWEEN SUBSCRIBER AND LEVITIN LEARNING GENERAL TERMS AND CONDITIONS THESE TERMS AND CONDITIONS CONSTITUTE THE SUBSCRIPTION AND LICENSE AGREEMENT BY AND BETWEEN THE PARTIES AND ARE REFERRED TO COLLECTIVELY HEREIN AS THE “AGREEMENT.” BY ACCESSING OR USING THE SUBSCRIPTION SERVICES YOU ARE INDICATING THAT YOU HAVE READ, UNDERSTAND,
- [4 Pillars Online](https://www.sharilevitin.com/4-pillars-online/) - 4 Pillars of Effective Training and Coaching $299 “Unlock Your Sales Potential: Transformative Training for Sales Trainers and Coaches” Are you ready to revolutionize your sales training approach and elevate your coaching effectiveness? Join industry expert Shari Levitin in a dynamic course designed to empower sales professionals like you to excel in training and coaching
- [Services](https://www.sharilevitin.com/services/) - Services. HOW WE HELP Triple threat: Speaking. Training. Consulting. Shari has three services to help you reach your goals. Shari. Speaking delivers high-impact keynotes on a variety of topics. Shari. Training provides tools and techniques that you can use right away to improve your sales approach. Shari. Consulting offers customized sales training solutions, built around
- [Heart and Sell Quiz](https://www.sharilevitin.com/heartandsellquiz/)
- [4 Pillars Assessment_Speakers](https://www.sharilevitin.com/4-pillars-assessment-speakers/)
- [4 Pillars Assessment](https://www.sharilevitin.com/4passessment/)
- [About Us](https://www.sharilevitin.com/about-us/) - About Us. WHY WE EXIST We transform salespeople into sales heroes. The Shari organization offers sales training that’s unlike any other program out there. We empower professionals to connect with customers on a deeper level. What we teach might seem counterintuitive. No means know. Change the emotional state, not the offer. Lose the sale, not
- [Privacy Policy](https://www.sharilevitin.com/privacy-policy/) - 1. INTRODUCTION This privacy notice provides you with details of how we collect and process your personal data through your use of our sites: http://www.ShariLevitin.com http://www.LevitinLearning.com By providing us with your data, you warrant to us that you are over 13 years of age. Shari Levitin Group Inc. is the data controller and we are
- [Congratulations - You're a Tony](https://www.sharilevitin.com/resources/take/tony/) - THANKS FOR TAKING THE QUIZ You’re a Tony! Meet Tony – Who Leads With Courage Courage is the virtue that enables people to create urgency, move through rejection, and become stronger. You’re not afraid to face the “no’s in your life and go for what you want. You: Rarely panic at the thought of hearing
- [Congratulations - You're Both!](https://www.sharilevitin.com/resources/take/both/) - THANKS FOR TAKING THE QUIZ You’re both! Suzy Leads With Empathy First, let’s understand what empathy means. Empathy literally means feeling with the other person—understanding what he or she is feeling at that moment. It means setting aside our own desires, fears, and even prejudices as we relate to another person. You: Seek to understand
- [Congratulations - You're a Suzy](https://www.sharilevitin.com/resources/take/suzy/) - THANKS FOR TAKING THE QUIZ You’re a Suzy! Meet Suzy – Who Leads With Empathy First, let’s understand what empathy means. Empathy literally means feeling with the other person—understanding what he or she is feeling at that moment. It means setting aside our own desires, fears, and even prejudices as we relate to another person.

## Captivate Podcasts

- [The Art of the Ask - Don Yaeger on Why Curiosity Beats Tactics:  EP 001](https://www.sharilevitin.com/selling-isnt-everything-podcast-episodes/the-art-of-the-ask-don-yaeger-on-why-curiosity-beats-tactics-ep-001/) - If you're tired of surface-level connections that lead nowhere - with clients, with leaders, with the people who actually matter - this conversation will change how you show up.Don Yaeger has spent decades extracting stories from icons like Michael Jordan, Condoleezza Rice, and Deion Sanders. But here's what makes him different: he doesn't just tell
- [Better Humans Make Better Salespeople - Here's How:  EP 002](https://www.sharilevitin.com/selling-isnt-everything-podcast-episodes/better-humans-make-better-salespeople-heres-how-ep-002/) - If you're tired of chasing tactics and wondering why your deals still fall apart - this conversation will stop you in your tracks.Shari Levitin and Brent Adamson don't do surface-level sales talk. In this raw, unfiltered debut episode, they dig into the life lessons that actually move the needle - both in the boardroom and
- [Think in Spreadsheets, Lead with Humanity: Maria Boulden on 40 Years of Sales Leadership: EP 003](https://www.sharilevitin.com/selling-isnt-everything-podcast-episodes/think-in-spreadsheets-lead-with-humanity-maria-boulden-on-40-years-of-sales-leadership-ep-003/) - If you're leading a team, closing deals, or just trying to connect in a world that feels more transactional every day - this one's for you.Maria Boulden spent 40+ years building world-class sales organizations at DuPont and Gartner. But her real superpower? Leading with ruthless clarity *and* deep humanity - at the same time.She's the
- [From Toilets to Tech: April Dunford Stopped Marketing and Had Her Best Year Ever: EP 004](https://www.sharilevitin.com/selling-isnt-everything-podcast-episodes/from-toilets-to-tech-april-dunford-stopped-marketing-and-had-her-best-year-ever-ep-004/) - If you're drowning in sameness - where every competitor sounds identical, every pitch blurs together, and you're not sure why customers actually pick you - this conversation will snap everything into focus.April Dunford is the world's leading positioning expert, and she's spent her career helping B2B companies figure out what makes them different when they
- [Jaimie Buss on Fear, Grit & What Really Motivates People: EP 005](https://www.sharilevitin.com/selling-isnt-everything-podcast-episodes/jamie-buss-on-fear-grit-what-really-motivates-people-ep-005/) - If you're building a business or leading a team and still think vulnerability is a weakness, this conversation with Deputy CRO Jaimie Buss will change everything.Jaimie isn't your typical sales leader. Yes, she runs global teams and closes massive deals - but what makes her extraordinary is how she sees people. From a pivotal bathtub
- [Navigating Conflict and Conversation - J'Lein Liese’s Tools for Real Human Connection: EP 006](https://www.sharilevitin.com/selling-isnt-everything-podcast-episodes/navigating-conflict-and-conversation-jlein-lieses-tools-for-real-human-connection-ep-006/) - We sit down with the remarkable J'Lein Liese, a PhD in psychology whose life journey bridges everything from training police in South Africa and advising on post-crisis conflict at Sandy Hook, to her early days as a 13-year-old horse trainer searching for belonging on the Mexican border.This conversation is a masterclass in the art of
- [Beyond Selling: Dr Rod Berger On Stories We Tell Ourselves: EP 007](https://www.sharilevitin.com/selling-isnt-everything-podcast-episodes/beyond-selling-dr-rod-berger-on-stories-we-tell-ourselves-ep-007/) - Shari and Brent sit down with Dr. Rod Berger, an organizational psychologist, bestselling author, and master storyteller. But this isn’t your typical sales podcast - forget the tips and tricks. Instead, you'll hear deep reflections on the stories we tell ourselves, and how those narratives shape both our relationships and our own self-perception.From anecdotes about
- [Lessons from Elite Teams: Building Sustainable Success with Fergus Connolly: EP 008](https://www.sharilevitin.com/selling-isnt-everything-podcast-episodes/lessons-from-elite-teams-building-sustainable-success-with-fergus-connolly-ep-008/) - Brent and Shari sit down with the renowned performance coach Dr. Fergus Connolly. Together, they explore what it really means to achieve and sustain greatness - not just in sports, but in business and everyday life.Far from the typical “tips and tricks” podcast, this conversation goes deep into universal truths about success, human connection, and
- [Emotional Supply Chains and Real Impact: The Tim Hardin Leadership Approach: EP 009](https://www.sharilevitin.com/selling-isnt-everything-podcast-episodes/emotional-supply-chains-and-real-impact-the-tim-hardin-leadership-approach-ep-009/) - In this episode, hosts Brent and Shari sit down with Tim Hardin, a CEO whose journey takes us from social work in rural Arkansas to the heights of corporate leadership.Tim shares how his roots in social services taught him about empathy, authenticity, and the power of overlooked moments - lessons he’s carried through every phase
- [Garrett Blood on Building a Mission-Driven Culture That Puts People First: EP 010](https://www.sharilevitin.com/selling-isnt-everything-podcast-episodes/garrett-blood-on-building-a-mission-driven-culture-that-puts-people-first-ep-010/) - We welcome Garrett Blood—a three-time entrepreneur, CEO and founder of Kajae, and a leader whose mission-driven approach left our whole team feeling deeply moved. This conversation is anything but typical. Garrett’s origin story begins in Orange County, where he went from limos and luxury to losing everything and starting over as a 12-year-old entrepreneur. His
- [The Secret to Consistency in Sales Success with Lisa Magnuson: EP 011](https://www.sharilevitin.com/selling-isnt-everything-podcast-episodes/the-secret-to-consistency-in-sales-success-with-lisa-magnuson-ep-011/) - Brent and Shari sit down with the remarkable Lisa Magnuson, a powerhouse in strategic, complex sales who has built her career—and her business—on helping organizations land the massive, game-changing deals.Lisa Magnuson brings a blend of warmth, wit, and serious strategy to everything she does, from her free-range childhood in Menlo Park to leading top-performing teams

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