Can Too Much Empathy Erode Sales?

Can Too Much Empathy Erode Sales?
leadershipteam
Fri, 06/26/2020 – 08:57
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Empathy is a powerful sales and sales leadership skill — until it isn’t. That might sound strange coming from someone that teaches this powerful skill. However, sales managers are asking such questions as:
How do I achieve that fine balance of showing empathy without getting overloaded with my sales team’s concerns?
How do I balance showing concern with the necessity to achieve revenue?
The answer is a healthy combination of empathy and reality testing. It’s important that sales managers demonstrate they understand what their salesperson is thinking or feeling. And it’s equally important for sales managers to discuss the reality of today’s business environment.
The reality is that it’s a difficult time in business.
The reality is salespeople are experiencing longer sales cycles and hearing more objections.
The reality is many salespeople are having