Picture this: Youβve 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 whatβs worse, you have no idea why.
Last fall, I traveled to Eastern Europe with a group of executives. While visiting Heroesβ Square in Budapest, a street vendor approached me and asked if Iβd buy a fur hat. The conversation went like this..
Top salespeople know how to balance heart and sales. They also understand that unless they really know themselves, theyβll never truly connect with their customersβor anyone else, for that matter. They know that what you do matters, but who you are matters more. These universal
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.
Join Shari Levitin, author of Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know, on this weekβs 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,
Salespeople do this when they fall into a slump. We ask ourselves, βWhat am I doing wrong? Why did I miss that deal?β While these are useful questions, and questions that should be asked long after the deal is finished, donβt forget to ask yourself
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.
