Publisher's Synopsis
HEART AND SELL offers salespeople, entrepreneurs and corporate leaders a system of emotional selling that will revolutionise the sales process. Shari Levitin, who pioneered the Third Level SellingT movement, takes this concept to a whole new level and shows you methods to create an emotional customer experience that creates true urgency, a process to decrease objections and techniques to manage your own emotional state to ensure sustained performance. You'll get a proven system that will shorten your sales cycle and rapidly increase your income. You'll learn that what you do matters, but who you are matters more. The Heart and Sell System will show you the real balance between building rapport (Heart) and rolling up your sleeves and asking for the deal (Sell), plus: · Help you establish real (not contrived) rapport with the toughest customers. · Reveal the 7 core emotional motivators that drive people to do anything. · Show you how to change the client's emotional state instead of dropping your price. · Teach you advanced listening techniques to steer your customers away from the competition. · Give you proven methods to create emotional urgency by employing the five senses, the "linking formula," and the "Five Why's."
