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Ep 185 | Emphasizing Empathy Over Tactics in Sales
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I'm reflecting on why "handling objections" might not be the best approach in sales.
🔍 Rethink Objections:
Instead of seeing objections as hurdles to overcome, we should focus on understanding and empathizing with our clients. True relationship selling isn't about dismissing concerns with rehearsed responses; it's about genuinely connecting and addressing those concerns with empathy.
🤝 Build Trust:
When faced with concerns like high pricing or past bad experiences, listen more and respond less. Ask probing questions to understand the root of their concerns and respond thoughtfully.
🔄 Change Your Approach:
Pause before responding to objections. This shows you care and are reflecting on what's being said, which helps build trust and fosters a stronger relationship.
🌟 Takeaway:
Sales should prioritize service. By shifting from overcoming objections to empathizing, we create deeper connections and more successful outcomes. Serve first, selling will follow!
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