Post by account_disabled on Dec 14, 2023 10:14:01 GMT
That, of course, is a skill that will help them to see value in your product. Positive Empathy X Negative Empathy But, when empathy negatively impacts your mindset , it can prevent you from executing a challenging sales approach and end up hurting your overall performance. Let's look at two good examples where negative empathy can sabotage — both at the time of prospecting and when dealing with an objection. When you prospect and approach by opening new discussions with a negative empathy mindset , you think: "I wouldn't want a stranger to call me unexpectedly and interrupt me, so maybe I should start with a light email (passive) instead of a call active.
to try to get your attention." Sending emails may work, but calling Phone Number List works better. 100 active calls will bring more results than 100 passive emails. Negative empathy begins by lowering the perceived value of what you have to offer, even before you start doing it. Negative empathy can also poison the way you deal with objections, one of the essential skills of a challenging sales rep. As an example, think about your potential client wanting to wait to make a decision, even when all the relevant information has already been presented to them. Suppose he just wants to "think" more.
Negative empathy will make you think, "I'll make this person uncomfortable if I debate the merits of waiting instead of acting now, and I'm worried she'll be uncomfortable, so I shouldn't do it." It's that kind of empathy that often characterizes "relationship builder" behavior, which the Challenging Selling book study identified in just 7% of top salespeople. One way to let go of negative empathy is to simply care less about what the person you're calling thinks about you. Channel the Michael Corleone within you and tell yourself: "It's nothing personal. It's just business." I've seen a number of sales reps do it effectively and get through a call without caring about criticism.
to try to get your attention." Sending emails may work, but calling Phone Number List works better. 100 active calls will bring more results than 100 passive emails. Negative empathy begins by lowering the perceived value of what you have to offer, even before you start doing it. Negative empathy can also poison the way you deal with objections, one of the essential skills of a challenging sales rep. As an example, think about your potential client wanting to wait to make a decision, even when all the relevant information has already been presented to them. Suppose he just wants to "think" more.
Negative empathy will make you think, "I'll make this person uncomfortable if I debate the merits of waiting instead of acting now, and I'm worried she'll be uncomfortable, so I shouldn't do it." It's that kind of empathy that often characterizes "relationship builder" behavior, which the Challenging Selling book study identified in just 7% of top salespeople. One way to let go of negative empathy is to simply care less about what the person you're calling thinks about you. Channel the Michael Corleone within you and tell yourself: "It's nothing personal. It's just business." I've seen a number of sales reps do it effectively and get through a call without caring about criticism.