The value of empathy
Most sales coaching and training programs don’t teach an important skill for influencing people: empathy.
Source: Sales trainer/speaker Colleen Stanley
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.