Скачать или смотреть Empathy versus Perspective - or EQ versus IQ in sales (TALKING SALES 327)

What are some of the ways we can show empathy with the client?
Do we sometimes confuse empathy with perspective when asking questions of our prospective customer?

We are all taught that strong EQ, in contrast to IQ, particularly 'empathy', is essential to engaging effectively and build trust. Yet what does this really mean and how can we achieve it?

On the one hand it is essential that we gain a strong understanding of the customer's perspective; their situation, their problems and associated implications. Also delve into understanding their needs and desired outcomes. So we ask questions and conduct a conversation and demonstrate that we are fully listening and digging deep.

Yet in doing so are we being empathetic?

We can do all that and still not show empathy according to the remarkable sales mastermind, Patrick Boucousis.

He claims that conducting a sales conversation by asking all the what, how and why type questions relative to the customer's situation is not demonstrating empathy unless we are also asking the 'How do you feel about that?' question.

If you would like to understand more you might get value from watching this short 5 minute video.

In the meantime please share your thoughts on the best ways to show empathy with your customer.
What works for you?