Empathy – a sales superpower

What does empathy mean to you?

You will have your own response and when I ask in my Sales Cardio workshops “What does empathy mean to you” the answers are usually similar.

Standing in someone elses shoes, feeling what they feel, understanding their situation.

All great answers and all correct but how do you demonstrate empathy in Sales?


A Greek philosopher Epictitus once said

“a man has two ears and one mouth so that he listens twice as much as he speaks”

Empathy in sales is asking questions and keeping your mouth closed, it is about drilling down to find out what the clients problem is and getting clear on it.

Its about understanding and then, communicating back to the client what they have just said.

So what you are saying is?

And then just for a moment you are standing in the clients shoes

listening is the cheapest and most effective concession we can make in any negotiation.

By listening intently you demonstrate empathy and show a deep desire to understand what the other side is feeling..

In addition the client tends to become less defensive and more willing to listen to other points of view when they are calm and logical.

Listening is not a passive activity.. it is the most active thing we can do.

We were taught to read and taught to speak.. listening is not waiting for your turn to speak!!!!


Empathy  in life is often described

In life never judge a man until you have walked a mile in his shoes.

Empathy in sales

Never sell anything unless you can improve the life of the client or make the world a better place.

VIDEO LINK – Empathy in 60 seconds


Honesty – The secret to sales success

Honesty – The secret to sales success

Honesty is the secret to sales success and here is why.

If you have ever been trying to buy a product or service and you encounter a dishonest sales person you know it, you feel it.

They are trying to manipulate you in an attempt to get your money so you either get out of there, fast, or you fight back, only agreeing to terms if it suits you.

However in sales if you are honest, if you tell the truth it will not be perceived as selling, manipulative, conniving or needy.

The truth can only be known as one thing.. the truth.

The buyer will then respond to you as your only goal is to find a solution to their problem.

Being honest in sales is about speaking your truth.

If you think your client is off track or is incongruent be honest and challenge them.

If you do not believe the client will be a good fit for your business, be honest, let them know.

If you don’t think your product or service will solve their pain point or problem, be honest, advise them why.

Being honest is the ability to speak your truth and walk away from any business deal as Just because the client is not a good fit today does not mean they won’t be next time.

I have experienced this countless times over the sales journey as the times you say no to the client, this is not for you, there are better solutions available, you are not ready for this solution yet, when you are honest.

The next time they are interested in a product or service guess who they call?

Because they can trust you to be honest, to tell the truth even if it is not in your best interest.

And that is the true power of honesty.


VIDEO LINK – Honesty in 60 seconds