Sales Professionals Empathetically Engage, Are You?

Jun 14, 2021
"When you show deep empathy toward others, their defensive energy goes down, and positive energy replaces it. That's when you can get more creative in solving problems."
Stephen Covey

In today's business climate where many are operating with fear, anxiety, and doubt; those who can lead with an empathetic heart surely stand out.

Could creative conversations with your clients seamlessly flow with empathy?

I believe genuine, real, and raw empathy cannot be faked. If you're saying or doing something merely to check a box and to appear more involved or compassionate, you’ll lose out in the long run, and you will be exposed as an empty suit.

  • Do your clients feel connected with you, really?
  • Do they view you as being engaged, really?
  • Do you consider yourself to be empathetically engaged with your clients, really?

Empathy is defined by Psychology Today as “the visceral experience of another person’s thoughts and feelings from his or her point of view, rather than from one’s own.”

Empathetic engagement and connection bridges the relational divide

Connections and relationships matter beyond what we traditionally believe. As humans, we seek to connect in order to find meaning and purpose. We crave a sense of belonging and togetherness.

Why can't this be brought to our client relationships?

Social networks combined with technology allow us to connect at warped speeds, but it's the one-to-one human connection that's becoming more valuable than ever. One can say it is the pot of gold at the end of the client rainbow.

A deep meaningful relationship takes passion, purpose, and patience.

When we embrace ourselves first, when we can work on ourselves first and find fulfillment within ourselves, then we are able to open-up for a deep, meaningful relationship.

It's difficult to bring the best version of ourselves to the forefront if our hearts are broken and not healthy. 

EMPATHETIC EXPERIENCES, RAISE THE RELATIONSHIP BAR

According to a recent in-depth Frost & Sullivan survey, 80% of customers base their choice of provider on Customer Experience. It has become the single most important differentiator in making or breaking a brand.

"The need for personalized, relevant experiences are not only raising customer expectations, but making them more difficult to please."

I wholeheartedly believe all those in sales are in the memory and experience business.

The question I have for you is...

What kind of memories and experiences are you creating for your customers?

Within the sea of sameness and mediocrity that unfortunately exists within the sales world, this is where client experiences matter. Get it right and watch what happens to trust, loyalty, and consistent repeat business.

What makes for a great experience? Is it speed, convenience, consistency, and friendliness?

In some cases, absolutely. I believe a great client experience has them feeling heard, appreciated, and cared for. It's bringing human heartfelt emotions to your customers.

At this very moment...

  • How many of you are tugging on the heartstrings of your clients?
  • How many of you are empathetically engaging with your clients?

EMPATHETIC RELATIONSHIPS START WITH THE HEART

I encourage you to turn to your heart. In sales, the heart is ignored. Why? because “Heart-based” sounds "touchy-feely", "mushy-gushy" and "icky-sticky. Heart-based sounds weak, not strong.

Pastor Craig Groeschel says it this way,

"The fastest way to change someone's mind is to connect with their heart."

A servant, caring, and compassionate professional lives and leads with their heart. The heart is about creating a safe place and comfort.

Are you creating a comfortable safe place with your clients?

By living and leading with their heart, they create meaningful and unbreakable bonds that last a lifetime.

Heartfelt professionals are leaders: they build engaging and empathetic relationships. They cast vision, motivate people to act, and connect based upon a sense of purpose.

Open the empathy cage and let your heart roam free with your client relationships.

DEEPER ENGAGEMENT REQUIRES AUTHENTICITY

Authentically and empathetically engaging is one of the biggest challenges for many in a profession riddled with scrupulous, fake, and disingenuous sales reps. However, authenticity separates a sales rep from sales professional, and this is what your clients want!

It's about moving from being viewed as untrustworthy to being viewed as authentically engaging. You must become a bit vulnerable with yourself as this is where it starts. In order to build relationships and change the way people think, you need to understand who you are and what goods you bring to the table. 

Are you empathetically engaging with yourself?

Authenticity requires self-knowledge and self-awareness. Accept your strengths and weaknesses. Hold yourself accountable to you. Connect to your client's values, desires, and hearts.

Plain and simple, at the core of a Selling from the Heart lies one word... CARE!

Building rock solid, deep and meaningful relationships is about one thing... giving a rip.

WITHOUT HEART, ONE CAN'T EMPATHETICALLY ENGAGE

Empathetic engagement allows us to connect with our clients. It creates a sense of safety and eases the pain of the hardship left behind by sales reps who are empty suits.

The heart is a place where one develops and gains strength. Those that embrace their heart will grow in purpose, profit and impact.

Those that embrace heart will strengthen their client relationships, producing long-lasting results.

“To handle yourself, use your head; to handle others, use your heart.”
Eleanor Roosevelt

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