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One of the Most Important Jobs of a 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.
Maria MargenotClosing the saleHeart and Sell PodcastsSales Training Articles

Why You Need Emotional Intelligence to Thrive in Sales

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 SalesLeadership, Inc. and creator of Ei Selling System®, Colleen Stanley about her breakthrough book, Emotional Intelligence for Sales Success, and why our emotions—and how we manage them—play a pivotal role in both our work and personal lives. In this podcast, you’ll learn: Why accurately identifying…
Shari Levitin blogClosing the saleSales PresentationsSales Training Articles

3 Methods to Kill the Objection “It’s cheaper on the Internet.”

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 will you pay a little extra for Kobe Beef and a fresh shrimp cocktail every now and again? How? #1 - Make a list of intangible benefits you can offer. On the Internet, people often can’t get – and will pay extra for – a…