If you’re like me, empathy didn’t come natural. I either missed the importance of it during conversations, or felt awkward trying to be empathetic. But I’ve forced myself to learn – and it’s done something amazing. I’ve become safe.
That is, it’s made me a more empathetic person.
Empathy is an important human skill to have.
For sales, it’s a must. Without it, prospects will have a harder time opening up to you. They may be guarded.
Why?
They don’t feel safe.
By contrast, empathy can open doors that allow you to help your prospect get to where they want to go.
Here are three ways to practice empathy with your prospects – and anyone for that matter.
- Nodding – simply nodding your head patiently and calmly, shows that you’re hearing what your prospect is saying – it expresses empathy
- Mmm – this is a common verbal expression, confirming that what your prospect is saying matters and that you’re listening
- Message – short phrases, such as, “I hear you,” or, “Mmm, thanks for sharing” send the message of safety and actively listening
The above can be practiced with anyone – kids, spouse, grocery clerk.
In a sales conversation, it’s critical especially when exploring the often difficult circumstance prospects find themselves in.
Prospects want to know you’re safe.
Empathy goes a long way in this regard.