What Got You Here Won't Get You There in Sales: How Successful Salespeople Take it to the Next Level

4An Era of Empathy: The X Factor in Sales

The focus of our efforts is to help you maintain and leverage a hardwired connection with those who matter to you. Direct identification with another person’s situation, feelings, and motives is what will get you there. The belief that you understand and acknowledge a person—that you not only viscerally understand but care about that person within the context of your business interaction—already exists almost without your trying. Let’s explore the magic of empathy, the balance of empathy and ego in sales, the science of empathy, and what it means today in building your book of business.

To understand empathy, think about what happens to you when you watch a heavy hit during a hockey game. How do you react—emotionally ...