Shari Levitin

“The Adaptive Seller” with Shari Levitin

Why are some speakers more adept at selling their products and services than others? Why do some speakers easily adopt new practices and new habits? How come some people possess the flexibility that will catapult them to personal and professional success to survive and thrive while others are paralyzed by change and uncertainty? Choosing a speaker today requires much more than a buyer liking your reel or liking you. They must make an array of decisions involving additional stakeholders, meeting planners, and often hidden agendas amid economic and political uncertainty. Add to that our new hybrid speaking environment, and speakers remain unarmed with how to best engage, sell themselves, and beat out the competition. It’s time to adapt our selling skills to get more bookings, better reviews, and build long-lasting relationships. It’s time for the Adaptive Seller!

In this session, participants will learn to:

• Craft winning messages on and offline that position you as a thought leader.
• Develop an engagement strategy for the highest possible chance of clinching the booking at the lowest possible cost.
• Design the five questions you must ask yourself as you prepare for virtual and face-to-face sales meetings.
• Create a pre-call plan – what do you want your prospects to think, feel and do?
• Distinguish between compliance and commitment to ensure you are advancing the deal.
• Differentiate your messaging and questions based on your audience: small businesses, Fortune 500’s, associations, and meeting planners.
• Leverage videos as a method for follow-up, allowing you to build trust and differentiate yourself from other speakers

Meet Shari:
Shari Levitin is an energetic, wickedly funny sales guru who helps sales teams bridge the gap between beating quotas and selling with an authentic, heartfelt approach.

As the founder of the Shari Levitin Group, Shari has helped create over 1 billion dollars in increased revenue for companies in over 40 countries. Shari is the bestselling author of Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know, now the official textbook for Harvard’s Strategic Selling course. In addition, Shari is a contributor to Forbes, CEO Magazine, and Huffington Post.

Some of Shari’s recent accolades include:

• Top Ten Voices in Sales by LinkedIn
• Top 50 Keynote Speakers by Top Sales World
• One of 10 Sales experts premiering in the Salesforce documentary film “The Story of Sales.”
• Starred in the new Reality Show, “America’s real Deal,” premiering this Fall
• Serves on several boards, including the National Speakers Association’s national board

Shari’s viral videos on Instagram and LinkedIn have reached over 18 million accounts in the last 90 days.

Shari, her husband, and her son live in Park City, Utah. Shari enjoys skiing, rock climbing, reading, and standing on her head.

Shari believes to sell more; you need to be more. Every crisis, economic shift, or “meltdown” provides us with an opportunity to reinvent ourselves to redefine the way we live, play, and work. This is one of those times.

CSP Accelerator: Microexpressions in High-Stakes Negotiation with Annie Sarnblad

Microexpressions are the subconscious, “leakage” of emotion that make the “unspoken” feelings visible. They are universal to our species and not dependent on culture.

In a negotiation, reading microexpressions allows us to gain insight into the other person’s position that is invisible to most people. This ability to identify the subtle changes in mood of the person we are talking to allows us to observe how a conversation is going – as it is happening – so that we can instantly adjust our own behavior and improve the outcome of the negotiation.

Reading and responding well to another person’s needs and wants greatly influences their desire to close a deal on both a conscious and subconscious level. Annie will share three microexpressions you can watch for that will improve the outcome of your negotiations.

Meet Annie:
Annie Sarnblad is one of world’s leading experts in Microexpressions and Non-Verbal Communication. She is the only speaker to be invited to Speak at YPO’s Global Conference the Edge twice. She has developed her own, easy-to-absorb teaching techniques based on the knowledge she accumulated living in 9 countries and studying 8 languages through immersion. Annie has a Masters in Cultural Anthropology, has lived across Asia, Europe, and the Americas, and is currently living in Boston. She is Certified in the Facial Action Coding System “FACS” and can numerically code the 10,000 muscle combinations in human expression.

Annie started her career as a strategic advisor to Fortune 500s, startups, and family offices, and spent two decades sitting in on high stakes negotiations and helping CEOs and management teams to make informed decisions about whom they can trust. Until 2012, Annie kept her ability to code facial expressions secret, known only to a few trusted friends and clients. Annie’s clients often hire her to help with strategy and/or microexpressions-training for their businesses, and end up also finding her instruction transformative in their personal lives.