Why Salespeople Fail at Empathy
Defining Empathy and Understanding Why Salespeople Fail At It Sales organizations understand the power of empathy and more sales managers are teaching this powerful EQ skill. They are well-intentioned but often miss the mark. In an effort to help salespeople make an emotional connection with prospects, they teach validation/paraphrasing skills, not empathy skills. Note: Validation/paraphrasing isn’t empathy; it’s ...