The Secret for Sales Success in the Tech-Driven, Evolving Marketplace: Empathy

Technology advances are driving extraordinary changes across the marketplace with much impact on the profile and dimensions of sales processes. The balance between buyers and sellers has shifted, affecting the importance and dynamics of relationships. Integrating empathy into your individual and team sales routines is now essential to stay competitive and break through faster-evolving, more complex and crowded markets.

Paradigm Shifting

As a seller, you used to have more power. Buyers needed to interact with you as a key source of information about products and services they desired. Now, easy access to data allows buyers to conduct extensive research, find countless verified opinions, as well as solicit specific recommendations. Before you ever come into contact with potential buyers, they are now well-advanced in the sales process, with much more knowledge about your offering and your competitors’.

The bar has been raised. If you want to convert leads into sales successfully, you need to be able to differentiate yourself and your offering. In order to do that, empathy is the essential skill to use — to put yourself in someone else’s shoes and experience what they are going through. Empathy allows you to connect with prospects and their situations, develop…