Really Get To Know Your Prospect

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Empathy is the key to stepping into your buyer’s shoes, understanding their situation, and building relationships.

Yet, the best salespeople are naturally less empathetic and more self-centered. Therefore, to be more effective at closing complex sales, they must focus on and leverage intentional empathy.

Listen to Part One – Selling Without Selling
Listen to Part Three – Sales is a Process
Becoming Other-Focused
Jeb: The statistics and scientific data tell us that morocco telegram data salespeople who are more self-centered over time, have a tendency to do better than people who are more empathetic. Now there’s a reason for that.

That exists in sales, and even as a business owner, you need to be a little bit self-centered because you have to put all your effort into your business. How do we, as naturally self-centered people, shift into becoming other-focused?

Diane: If you believe that being interested in other people is how you’re going to get to a goal, and that goal is to have really great business with people and companies you really like and can really help, you naturally want to do whatever it takes to make that happen. Long-term, that’s going to be what’s best for your business and best for you.

So then if you say, “The only way I’m going to know whether this is a relationship I should enter into is by learning about them. So I just have to make that happen.” Your focus has to be on discovery, investigation, archeology, whatever you want to call it, so that I can learn as much about them— not just about the problem they’re having that I could solve— but about them, how they work, their philosophies, their values, etc.