Accelerate! With Andy Paul

Shari Levitin, speaker and bestselling author of Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know, joins me on this episode of the Sales Enablement Podcast. KEY TAKEAWAYS Shari used her sales consulting experiences to write a sales book that is a life book. Citing Brené Brown, Shari notes that who you are matters more than what you do. Shari quotes David Brooks that we have resume virtues and eulogy virtues. The eulogy virtues make the difference in today’s digital environment. We need to do in sales what Alexa can’t do. Shari defines “proven” principles. First, look at the source and filter the principle through your common sense and experience. Try changing one part of your method at a time. Does it work consistently for you? Anything that can be told can be asked. When you ask a question, you get more information. Today, we have to help people learn how to buy, so we ask questions to get them to that buying decision. Shari sees, from company to company, the same default behaviors