Any high-quality leader has an uncanny ability to support others

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In the wake of COVID-19, most of your prospects and clients likely find themselves in unchartered waters, and you yourself are probably under a considerable amount of pressure to salvage deals and adapt to a changing market environment.

With such unprecedented levels of uncertainty in businesses across every industry, empathy—and the human connections it creates—is more important than ever, especially for sellers.

Understanding the Role of Empathy in Sales
According to a 2009 study published in Brain, empathy “refers to the ability of an individual to understand another person’s mental state in terms of emotions, feelings and thoughts, which is important for an effective interpersonal interaction.”

“Effective interpersonal interaction” is of course the bedrock of sales, which is why empathy, according to sales leader Todd Caponi, is the “sales professional’s secret superpower.”

Empathy can transform a routine sales call into a moment of genuine connection between people, helping a seller to earn lasting trust and influence.

It naturally puts a salesperson in a customer-centric mindset, making czech republic telegram data them better at consultation and even identifying unspoken needs and creative solutions.

It can also lead to more holistic pitch meetings, where a seller extends the conversation beyond the immediate stakeholder to decision-makers on related teams.

This is why the best salespeople have always been those with the capacity to be deeply empathetic.

Empathy matters for sales leaders, too.

This includes sound emotional reactions and processing as well as the ability to develop trust. In other words, empathy.

Indeed, empathetic managers are more likely to cultivate loyalty, collaboration, and creativity among their teams.

The conversation around better leveraging empathy in sales has long centered on advice like being a good listener, being present, and allowing oneself to show vulnerability.