TOP PROFESSIONALS KNOW THE IMPORTANCE OF EMPATHY

Professionals know that “Empathy” is like putting yourself into the prospect’s shoes and seeing the problem from their point of view, whereas “Sympathy” may be best described as seeing the other persons point of view from ones own understanding.

Another school of thought suggests Empathy is supposed to make you feel as they feel, whereas Sympathy is knowing how the other person feels, but not necessarily feeling the same way.

TOP PROFESSIONALS DON’T USE EMPATHY LIKE OTHERS DO

However, professionals understand Empathy another way.  They understand that if they were driving down the road on a cold, wet and miserable night, and they saw a man fixing a flat tyre by the roadside in the pouring rain, they would get out of the car in the pouring rain and help him replace the puncture.  Sounds hard, doesn’t it?  But that’s the reality of Empathy.  Empathy is taking the harder way out – the easy way out is Sympathy.

Empathy is the one factor that lets the sales professional stay in control and come up with the unexpected, and that is what is appreciated the most by the prospect.

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