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Empathy is the Key to Sales #446
Sometimes it’s dangerous to have a hunter mentality where you think of prospects as game and you the hunter. This kind of competitiveness may get in the way of empathy. Once upon a time, a sales guy may have gotten away with bullying a prospect into buying. But those days are gone, the internet destroyed that. Customers have choices. There is more competition and what buyers truly desire, is to have someone take away their problems. When prospects get a sense that you care, they will trust that you may have the solution. Maybe not all of life’s troubles. But maybe a few of them. Empathy is the Key to sales. That’s our topic for today
Today’s Chapter: Empathy
If you want to earn trust
You must listen,
If you want to earn faith
You must empathize with distress,
If you want to earn loyalty
You must desire to alleviate pain.
Repeated sales are the fruit of repeated compassion.
This key opens doors.
Today’s Story
As Chris qualified a prospect, Pat listened in on the call. After 10 minutes it was clear that Lee checked off all the boxes. But when Chris started to explain the product’s benefits, Lee seemed bored. Pat heard this and texted Chris “ask about the ramifications of the pain”. Chris immediately pivoted the conversation and asked Lee how the problem affected their business. Lee gave a lengthy explanation on issues with profit and slipped schedules.
Pat then texted “think empathy and compassion”. Chris ran with this and commented “Wow Lee, that’s got to be painful. How long has this been going on?” Lee sat straight and went into a lengthy explanation and it was soon clear, Lee would eventually become a new client.
“Good job” said Pat “you really turned that one around”. “Thanks Pat” responded Chris. “It was a team effort”.
Take Action Quote
You may have heard me say this before but this joke never gets old “Sincerity is everything, once you can fake that, the world is yours”. But what makes this funny is it’s a lie. People can smell out fake compassion and empathy. If you really care about people, prospects can tell. Once they know you care, they will stop shopping. They KNOW nothing is perfect, but once you win their loyalty, they know you’ll make any issue, right. Care for your customers, and they will care for you. Empathy is the key to sales.
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How to Connect with Pat Helmers at Sales Babble
Sales Babble shares selling secrets for non-sellers. Masterful selling is understanding what buyers want, discerning if you can help, showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com
I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it.
This is a production of Habanero Media https://habaneromedia.net
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