Jul 23, 2019
Empathy, Relationships, Sales, Relationships, Business
Summary
There are two major benefits to listening -- really listening -- to your prospective customers and clients. We’ll look at that in our Thought of the Day. And in our interview segment, Meridith Elliott Powell shares an amazing story regarding how being laser-focused on the customer and truly empathetic created a sale for one sales person, while a lack of such had the exact opposite effect for his competitor. That and more on today’s show.
Bob's Thought of the Day
We’ll explore:
- The two-step process for understanding what your customer wants, needs, and desires.
- What it means to “listen with the back of your neck.”
- Two beautiful results of this type of listening.
Interview with Meridith Elliott Powell
You’ll discover:
- A powerful story about a salesperson who showed amazing empathy to a doctor … and earned a six-figure sale as a result.
- Why there has never been a time when empathy was more important than it is right now.
- A story from Meridith’s days in the banking industry that illustrates why it’s critical to understand the customer and what they need.
- Wisdom from Simon Sinek’s book Leaders Eat Last: “Trust is a biological reaction to the belief that someone has your best interests at heart.”
- The real meaning of empathy: Sending the message “I heard you, I’m interested, I care.”
- The connection between empathy and successfully working with objections.
- The power of asking open-ended questions: you remain in control of the conversation, you get a little time to breathe, and you show empathy.
Click to Tweet
- Why is #empathy REALLY such a difference-maker when it comes to sales? Perhaps the best example ever is shared by @meridithpowell in this episode of The Go-Giver Podcast.
- The great @meridithpowell shares a story about a sale … based totally on #empathy. It’s become one of Bob’s all-time favorites.
- #Empathy in sales is a gamechanger! We want to be listened to. We want to be heard. @meridithpowell
Interview Links
Own It: Redefining Responsibility by Meridith Elliott Powell
Winning in The Trust & Value Economy by Meridith Elliott Powell
The Best Sales Book Ever: Cut Through The Obstacles and Send Sales Through The Roof by Meridith Elliott Powell
Previous The Go-Giver Podcast Interview with Meridith
Connect with Meridith on Facebook
Connect with Meridith on LinkedIn
Resources
The Go-Giver Influencers Facebook LIVE Show