Are You Missing This Powerful Selling Skill?

Sales organizations invest thousands of dollars in sales training every year. They offer such programs as lead generation, asking effective questions, negotiation, and account management.

There’s good news and bad news when it comes to training. The good news is that the company is investing in its sales team’s professional development. The bad news is that most sales coaching and training programs don’t teach an important skill for influencing people: empathy.

Empathy is an emotional intelligence skill, defined as the ability to walk a mile in another person’s shoes. It’s the ability to know what another person is thinking or feeling. Without empathy in sales, a salesperson can’t influence others, and prospects don’t buy from salespeople who don’t understand them.

So what can salespeople do to learn this powerful selling skill? It’s fairly simple. But as we all know, simple doesn’t mean it’s always simple to do.

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