HTSS140 - Empathy in sales can help you close deals - Scott Sylvan Bell

Empathy is an effective tool in sales. You can still close deals without the ability to show empathy to your potential client and or buyer. If you didn't know empathy is “the ability to understand and share the feelings of another person”

Some of your feel for empathy comes from your gut reaction, the conversation, and the body language you use while you communicate. There is a cold feel to people who just don't get what others are going through. You can have compassion and appreciation for what others have gone through especially if you have lived through the same situation or something similar.

Your vocal pitch, tone and reaction to the conversation matters to the people you meet with. As you go through life you get to have more empathy for others. You may have good empathy naturally, from experiences or from going through weird situations. The more strange situaitons you go through the better off you are

It's hard to have empathy and be needy at the same time. Your emotional state matters. There is a problem with “me also” or “me too” – especially when you are not closing deals, you can have a mismatch.

You have a “feel” when you only care about the money and are not responsive to the conversation. Sales really does come down to caring about the outcome and doing the right thing for your buyer.

Get used to talking to people and watch for people and their reactions. You can leave spaces and time for conversations (let people be uncomfortable). Know you have biases and it can stop you from feeling and understanding what others are going through. 

Use your body language to communicate with others. You can use head nods, smiles, the core of your body, how you sit, and how you respond to the conversation. 

Learn how to feel what others are going through and you may be able to have more empathy for others. 

 

Be willing to see the other side of what people are going through