Leadership Step by Step

CHAPTER 19

Lead with Empathy

Chris loves selling. He’s the only person I’ve heard of who chose to take a retail sales job not because he needed the money but to practice his sales skills.

He also did the exercises in this book, as you are doing. He’s in his late 20s, finished college, and is the consummate self-starter. He would never settle down into a desk job working for someone else. He loves helping customers directly.

When he started the exercises, cold calling was a basic part of his business’s sales process. He had started cold calling on the advice of a mentor he trusted and valued. Despite some early success, by the time he did this book’s exercises, he found cold calling frustrating and unproductive. Still, he continued to do it several ...