10/15/2024-Empathy just feels right

Empathy is a powerful force in the sales game, and in life. Don’t worry about balancing your customer’s interests against the pressure on you to deliver…empathy for the buyer always wins.

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 here. What matters is not to focus on closing the prospect but instead try to help them with their business.

If you’re trying to stuff a square peg in a round hole, admit it and say, "I don’t think our solution is right for you."

You’ll be the first call the buyer makes when their situation changes.

Today, in your meetings with clients, don’t attempt to twist everything about your product into what you think the buyer would buy.

Ease off the gas a bit, and be honest if there’s something you can’t do. Talk simply about how your value meets their needs…without bending anything.

On the personal side, prove you truly care. If you hear, "…things are crazy busy around here," you should follow up with, "I feel ya…how are you personally coping with all that stress?"

And then let your ears take over.

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

This efficient video from researcher and storyteller Brené Brown will help you appreciate the definition of empathy…and that might help you bring some to your customers.

Empathy doesn’t mean you should fall all over your customers at every whim. Make your concern and care for your buyers real.