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Nov 23 2022

Empathy in selling equals speed

Empathy is hailed as a must-have-skill in sales these days – it’s critical to create a safe space to build trust with prospects and to have rich conversations.

But what does it have to do with speed?

When I first heard this idea from Chris Voss, it struck me as odd. Empathy is typically associated with patience, warmth, kindness, safety – never speed.

Voss went on to explain the very common idea that we’re humans – we are emotional. If we use empathy, we will more quickly get to emotions – if we get to the emotion (e.g., the heart of the matter) this is where deals get done.

It’s quite simple really.

In addition to creating a safe space, empathy gets deals done faster.

Related posts:

  1. How to be someone who is safe
  2. Reduce passion and you’ll sell more
  3. A Unique Way To Handle Sales Objections

Written by Ted Olson · Categorized: Sales Blog

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