the simplest way to win Business

Fast

Company rolled out its list of 20 predictions for the next 20 years. The digital and scientific predictions were not surprising, but what was likely surprising  for some was #12.  Tucked between #11 “Medical Training Will Be Re-written” and  #13 “Entrepreneurship Will Not Be For Everyone.  #12 was…

“Human Empathy Will Be Central”

“It’s not just doctors who can improve their bedside manners.  We can all stand to listen and respond with more sensitivity.  In fact, as machine learning and artificial intelligence insinuate themselves more deeply intomanufacturing and the workplace, the one arena that will never be usurped by technology is human-to-human communications.

That should not be surprising to anyone. People like to work, live, and play with people who understand them. Always was. Always will be. 

What Does Empathy Mean in Selling?

I take it to mean the following…

• Paying full attention to what another person is saying, rather than just waiting for them to finish talking, so you can speak
• Listening, so that your comments build on what the other person said rather than veer off in another direction
• Noticing what is not being said, but is still being communicated in body language, facial expression, and tone of voice: fear, concern, skepticism, sadness, pride, joy, etc.
• Respecting another person's right to different views or emotions and trying to understand them
• Responding appropriately to those emotions and views, even when it takes you off your track

Empathy throughout the sales process binds people together  from initial conversation through demos or presentations to agreement and implementation. It doesn't mean you have to agree with the other person; it means you want to be agreeable and respectful in how you interact with them.

What Does Empathy Require?

• Maturity
• Patience
• Authenticity
• Focus on the other person, rather than on yourself

What Sabotages Empathy?

• The fear of missing a piece of business and not making your numbers
• Pressure from management to deliver business now
• Certainty that you know better what your client needs than he does
• Being/feeling rushed
• Focus on yourself, your needs, your goals

It is Not Rocket Science

Long before Fast Company was on the scene, John D. Rockefeller recognized the importance of the human factor in business and said, “I will pay more for the ability to get along with people than for any other skill.”  In our fast moving world, it is easy to forget this basic human factor.    Then, we wonder why clients find it so easy to leave us.  ###

 Anne Miller, demo and presentation coach, seminar leader, & consultant, is the author of "The Tall Lady With the Iceberg: the power of metaphor to sell, persuade & explain anything to anyone" Sign up for her free monthly newsletter and blog athttp://www.annemiller.com  Want to add  more resonance and closing power to your demos and presentations? Call  Anne today at 212 876 1875 or email amiller@annemiller.com