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.
To Be More Respectfully Assertive:
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.
To be more Respectfully Assertive:
You might bounce back and forth between the two extremes. When the pressure is on to meet quota, we may turn up the Tony and when we’re feeling insecure, we find ourselves struck with a serious case of Suzy syndrome. The good news is that you can structure into your presentation strategies for maintaining a healthy balance between the two poles of accommodation and manipulation. Let’s see how the pros do just that.
The Middle Way—Respectfully Assertive
Respectfully assertive salespeople continually ask themselves:
One of my colleagues, used to say the most important jobs of a salesperson is to manage the emotional state of the client. So if the prospect seems scared, tell a story or ask a question that will help them relive a positive memory. If your prospect seems bored, speed things up, simplify, or use phrases that better align with their values and concerns.
Think less about what you want to say and more about how you want the prospect to feel.
Learn more in Shari’s book Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know available on Amazon here
Shari Levitin is an energetic, wickedly funny sales guru, who helps sales teams bridge the gap between beating quota and selling with an authentic, heartfelt approach. As the founder of the Shari Levitin Group, Shari has helped create over 1 billion dollars in increased revenue for companies in over 40 countries.
Shari is the bestselling author of Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know, (now translated in 4 languages), a contributor to Forbes, CEO Magazine, Quotable, Inc Magazine, and Huffington Post.
Shari has been recognized as one of the
Additionally, Shari is a guest lecturer at Harvard Extension Programs, an Advisory Board member of Vengreso, the largest digital transformation company, an advisory board member of the prestigious Sundance Institute and was chosen as the first adjunct professor at the University of Utah David Eccles School of Business to teach a course in sales.
Shari, her husband, and son live in Park City, Utah. When she’s not creating killer content, and presenting at sales kickoffs, Shari enjoys skiing, rock climbing, reading, and standing on her head.