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RAB Research Archive

The value of empathy



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.

Source: Sales trainer/speaker Colleen Stanley





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