Empathy is what separates the very best sales reps
To be empathetic, you need to be curious. And to be curious you need to not talk! Think in terms of questions, not statements.
Learn what’s driving them on a personal level:
Why are they doing this for the company? That’s the ‘rationalization’ of buying.
Why are they doing this for themselves? That’s the ‘realization’ of buying.
Nothing builds trust more than showing the other person's interest is your top priority.
To be empathetic, you need to be curious. And to be curious, you need to not talk.
BRIAN BURNS, HOST, BRUTAL TRUTH PODCAST
