When you are angry, do you want people to tell you immediately to calm down? When you are sad, do you want them to advise you right away to cheer up? When you are upset, do you want them to tell you to just forget about it? No, No, and No. It is more likely that before you are interested in any advice or taking any action, you want some acknowledgement, commiseration and understanding for your situation. In short, you want some Empathy. Yet, the empathy we as humans all want in personal situations often gets forgotten by sellers–and with very negative consequences. What does that absence of empathy look like?
Running on the Wrong Track
Lack of empathy comes from overzealous salespeople.
A client shares a problem and the seller says, “Great! Here’s how we can help you.” Great for the seller as he contemplates a future commission, but not so great
