Empathy, the sales person’s super power!

According to the Psychology centred website www.verywellmind.com “An empath is a person highly attuned to the feelings and emotions of those around them”.

No one wants to feel bad about themselves or less than the person they’re talking with, so when you’re selling to someone or engaged in sales conversations, it’s important to have this in mind. This comes really naturally to an empath, because they’re so in tune with other people’s feelings, and because they can feel them, they want the other person to feel good too.

It’s a tightrope to walk during a sales call, not to say that what the suspect is doing currently is wrong, bad or harmful to their business in any way, whilst at the same time, sharing how the solution you’re selling can help them improve things.

Empathy is a super power, and because it comes naturally to an empath, and is just used so intuitively, it may not even be recognised as such.

If it’s not natural to you, that’s OK, because we all have different strengths. Introverts have different super powers to extroverts, and one is not better than the other. If you’re not an empath, here are five practical ways you can bring the superpower to your calls.

1. Don’t say or even imply that what they’re doing currently is wrong or bad.

2. Don’t criticise their current supplier.

3. Ask questions and ask them to tell you what’s wrong or needs improving.

4. If they say the wrong thing, or get something wrong, ideally don’t correct them. Let’s face it, we all get things wrong at times! Remember, we want them to feel good.

5. In the same way, let them be right. Even if you don’t always fully agree or understand their point of view, respect it and value the differences you share. Don’t tell them they’re wrong; you can still share your opinion, information and point of view. If they’re feeling good and respecting / trusting you, they’re far more likely to be open to what you have to say.

If we can help you with your sales activity, please get in touch with us on 0121 347 6601.