Gaining Commitments and Creating Urgency
Lesson 17 from: How to Sell the Way Your Customer BuysShari Levitin
Gaining Commitments and Creating Urgency
Lesson 17 from: How to Sell the Way Your Customer BuysShari Levitin
Lessons
Class Introduction
25:41 2How the Consumer has Changed
18:50 3How to Build Trust and Connect with Anyone
36:00 4Special Guest Mario Martinez : A Party Without Pants
27:02 5The Power of Sales Questions
10:38 6The Three Levels of Questions to Uncover Buyer Needs
08:57 77 Motivators that Drive all Decision Making
20:04 8Discovery Hacks
35:07Listen So Hard it Hurts
22:58 10Link Customer Needs to Your Offer
04:03 11Stories That Sell
11:33 12Aim for the Punchline
31:17 13Hero's Journey
28:54 14Objections and Being Told 'NO'
17:26 15Neuroscience and Decision Making
25:00 16Changing Your Buyer's Emotional State
21:43 17Gaining Commitments and Creating Urgency
06:19 18The Five Commitments
33:48 19The Six Real Customer Objections
23:22 20Gaining Commitment & Removing Resistance
25:49 21Negotiation Techniques
28:03 22Tackle Your Tendencies
23:08 23The Growth Mindset
16:01Lesson Info
Gaining Commitments and Creating Urgency
So we've just gone through emotional state. But we have an equation and the equation says emotional state plus the five why's is what's going to get you a sale. Again, no matter what you're selling, no matter who you are, there's five subconscious commitments that every single customer needs to make in order to move them from a maybe to a yes. And if you don't have all five, you've got no sale. And as I told you, this is something I've been teaching for over 20 years but I realized the first one needed to be tweaked. Yesterday we talked about information overload. We talked about the fact that we have so much information coming at us that we experience decision fatigue and a lower attention span. Scientists tell us attention span has gone from 30 seconds to eight seconds. They say it's 9 seconds for a goldfish. I have no idea what that means. I guess that means goldfish can pay better attention than we can, I wish they had credit cards though, wouldn't that be great? So our attention s...
pan is low, so the first thing that we have to do is we have to differentiate ourselves in this very noisy online digital environment where all of the sudden, I love this about writing, everybody's an author. You noticed that? Everybody's an author, everybody's a blogger, everybody's a PR person and it's, like, people are like, well, how do I differentiate that Katie's actually the best PR person. Because we know she is, she knows she is, but how does the customer know that? So the first why that every entrepreneur, salesperson and business owner needs to ask is why should they listen and why should they care? Otherwise you're not gonna get a meeting, okay? Now they may walk in to your showroom, your real estate office, your car dealership, whatever it is, but you got like an eight second window to grab them so that they don't just give you that rote response that sounds like just looking, right? Just looking, we wanna retile our bedroom. (laughing) You love that one, right? So we've gotta get that why listen. Now that's not enough, just 'cause they listen to us certainly doesn't mean they're gonna buy from us, particularly if we're wah, wah, wah, wah, boring. So the second why, or the second commitment that we're gonna need to get, this is a biggie today. Why change? Why change from the status quo? So we're gonna work on that. We're gonna work on all five of these. Today with all of the information out there, people don't wanna effort. We got enough going on. Particularly if you're selling software. Let me tell you something, like, we got enough going on, it could be the best software in the world, but you know what? Implement it, I got five thousand other priorities right now. No, people are overwhelmed. They don't know how stuff works. We don't know how it works. We don't wanna learn another thing. I don't know how my microwave works, but I use it. And this is where we end up giving too much information and we're gonna go through that again because it's really important, but how do you move people off the status quo? I love it. I heard this from every one of you this morning. I love it, it's wonderful, but not now. People would rather make no decision than make the wrong decision. How do we create urgency? Critical five why. We're gonna dive into this fairly deeply. Next one, why your industry solution? Now sometimes people are coming to you and they've already decided on your industry solution, so this isn't the same for everybody, but a lot of products require this to be answered. Lisa's selling a product that's different, that's an alternative to the public school system. Your customers are convinced that, you know, Johnny needs to go to school, (laughing) they buy into that. It's just why a special school? Katie, people might not be so convinced they need PR, they might think, ah, I can Instagram myself. So you've gotta convince them why a professional. Why a professional? Why your industry solution? I can assure you in my business, providing training, providing online learning, virtual learning, working with coaches, working with trainers. People are like, "Oh, we got one of those, "we got a trainer." Why an outside person? Why a professional photographer? And not a cell phone. Why professional? Oh, my uncle does that, right? Okay. Here's the biggie, that we're gonna spend quite a bit of time on. And that is why you and your company? This is huge. Why you? And the truth is, people are deciding on you more than you think. This is emotional and logical. We are the differentiator. What is the relationship? We're gonna really delve into what trust is. What are those five components and how do we stand out and of course the biggie. Why do I part with my resources now? Those are the five. There aren't six, there aren't eight, there aren't 12, there's five. And if we can address and answer all five while maintaining emotional state, our chance to get that deal out of the dead zone triples.
Class Materials
Bonus Materials with Purchase
Ratings and Reviews
Karen Kennedy
Sheri had me at HELLO! Her content kept me engaged for the entire class. This class does not have nuggets of information, it has BOULDERS. Even an "old sales pro" like me found so many helpful hints and tips in Sheri's methodology. If you are a newbie to sales, search no more -- just take this course and you will have everything you need to be successful. Trust the process, follow the steps. It will work for you. I especially loved the subject matter guests who covered the topics of Digital Seling and Storytelling. Do not put off buying and viewing this class. Do it now! NOW! Sales are how people and companies get revenue. Get going on your pipeline of opportunities, connect with your Heart and SELL in a genuine way. Kudos to Sheri for this amazing class. I loved every minute.
a Creativelive Student
If you are an executive, business professional, or a salesperson who wants to improve your communications, negotiation, and sales skills --- acquire Shari Levitin’s course. Shari will show you how to better connect with customers, prospects, team members, and people from an authentic perspective. Shari Levitin’s class is filled with excellent frameworks, content, actionable exercises, insights, and knowledge that will help anyone to be better a salesperson in your professional and personal lives. I loved how Shari included other experts, such as Mario Martinez (digital sales evangelist), Lee Eisler (store telling framework and presentation skills), and Deb Calvert (how to stop selling and start leading to make extraordinary sales happen with results from her B2B research study).
Lisa Bournoutian
By sheer luck, I came across Shari's book, Heart and Sell, about a year ago and instantly recognized that her process was one that would align nicely with my B2C sales team. Having read her book, I knew I was in for a real treat coming to Creative Live and watching her deliver her content in person. Shari seamlessly weaved invaluable examples that creative artists, B2B and B2C entrepreneurs could all relate to, and in a way that was fun, engaging, and easy to understand. She has absolutely mastered the science of selling and the heart of connecting. If you haven't read the book, you're missing out, and if you've never seen Shari in action, it is an experience you'll never forget. This course is a perfect opportunity to not only dive right in and learn how to sell the way your customer buys, but to make the right CALL (Connect, Ask, Listen & Link) in your personal sales journey and watch your business grow.
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