When you can clearly understand, and articulate someone’s problem with empathy you will gain their trust and be in a better position to influence and help them. This is one of the most powerful tools you can use in sales; however the same principle applies in almost all areas in life.
Weekly Action – Invest some time and put yourself in the shoes of someone else, this could be an ideal customer, a supplier or a team member (dare I say spouse) and try and understand their frustrations, fears, needs, wants and aspirations, both logical and emotional.