#3 of Top 5 Ways to Improve Your Selling Results… Now!

#3 – Learn to See the Prospect’s Point of View

As the saying suggests, “walk a mile in their moccasins” before making judgments and recommendations.  Before you can really understand what your prospect wants or needs, you must understand what they feel and why they say the things they do.

Respect their point of view, even if you don’t agree with it.  Learn to empathize with them.  This doesn’t mean that you give up your own point of view, it only means that you can understand theirs.

Warning:

Don’t be too quick to react to a prospect’s comments.  Often, what they say is not as important as why they say it.  Find out why before you make judgments, react or respond.

Don’t confuse empathy with sympathy.  To understand someone’s point of view, to understand their thinking process allows you to better understand their situation or problem.  You are then in a better position to determine if you can help and how.  When you allow that understanding to affect your own position, you move into the realm of “sympathy”.  Most often, the end result is that their problem, whether it’s money or indecisiveness, becomes yours.

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