You need to sell BETR™. Let’s look at E.

Empathy essentially means you see things from the perspective of others…You know what it’s like to walk a mile in their shoes…It’s…

the psychological identification with or vicarious experiencing of the feelings, thoughts, or attitudes of another.

Mother Teresa said “Smile at each other, smile at your wife, smile at your husband, smile at your children, smile at each other—it doesn’t matter who it is—and that will help you to grow up in greater love for each other.”

When I teach phone skills to sales people I encourage them to stand and to smile. The energy comes can be felt through the phone.

Mother Teresa knows the power of a smile.

So do your prospects.

Show them you identify with their world, their challenges, their hopes, their dreams, their fears, their aspirations.

Seek first to understand before you seek to be understood.

You do that by listening, by asking better questions, by taking notes, by allowing time to reflect and consider your response.

In sales, our job is to ask questions the prospect cannot answer. If they had all the answers to all the questions…they wouldn’t need you.

When you know the questions they should be asking but aren’t, they assume you have the answer, which is what leads them to buy from you.

We all want our problems to go away but we lie to ourselves about the severity and the ramifications of our problems.

That’s why you and I must stand our ground and take the time to dig deep, which we can do because we are empathetic to the struggles, the pains, and the benefits of overcoming the challenges our prospects face.

Sharing empathetic tips and tactics is what I do in great detail in http://www.InboundSellers.com

Good Selling,