I believe we’ve entered a moment in time where we must step back and ask ourselves: what matters most?
levitingroupJune 3, 2021
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...
levitingroupDecember 10, 2020
In his book Character, David Brooks discusses the difference between resume virtues and eulogy virtues. “Resume virtues,” Brooks reminds us, “are those skills you bring to the marketplace—qualities like drive, competition, and gregariousness. Eulogy virtues, on the other hand...
levitingroupNovember 13, 2020
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.
levitingroupNovember 15, 2016
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.”
levitingroupNovember 9, 2016
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.
levitingroupNovember 1, 2016
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.
levitingroupOctober 25, 2016
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” .
levitingroupOctober 19, 2016
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.
levitingroupOctober 4, 2016
