Empathy just feels right

The Mary Lathrap poem ”Judge Softly” was published in 1895 and later became known by its most famous and quoted line: “Walk a Mile in His Moccasins.”

Moccasins. Boots. Flip-flops…the type of footwear doesn’t matter much. What matters is not to focus on closing the prospect but instead, to try to help them.

When you observe that something isn’t clicking with one of your buyers, take a step back a bit and ask, ”Am I focusing too much on me and my product?” Perhaps the solution to a reset is to return your focus to helping them.

Today, in your meetings with clients, be aware of the line between pushing and helping. Your keen observation skills will help you understand how much to push on the gas.

If you can’t help them, admit it by saying, ”I’m not sure there’s anything I can do to help you…right now.”

Or, if you hear, ”…things are crazy busy around here,” follow up with, ”I feel for you…how are you dealing with all that stress?”

Influencing decisions and changing perceptions requires consent. Consent is earned with honesty and empathy.

Don’t feel sheepish if you’re a bit confused about the difference between empathy and sympathy…you’re not alone.

This efficient three-minute video from Brené Brown will help you appreciate each of them distinctly.

Empathy doesn’t mean you should fall all over your customers at every whim; you need to sell, too. Just don’t be a hammer all the time, be a human.