From the course: Using Empathy to Close Deals
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Respond to objections with empathy
From the course: Using Empathy to Close Deals
Respond to objections with empathy
In sales, empathy is your strongest tool for success. Let me repeat that again: In sales, empathy is your strongest tool for success. Responding to objections with empathy shows you value your prospect's concerns and are committed to finding workable solutions. After this lesson, you'll be able to address objections confidently by acknowledging feelings and offering empathetic responses. Empathy is what separates you from those spam bot calls. It is also your best defense against objections. Before a call, I try to think of every objection a client may throw at me. “I'm too small.” “I can't afford your product.” “I'm all set.” “I already have something like this.” -- etc. The objections are endless and some may actually be real objections. Your goal is to discover what is behind that objection. Empathy allows you to do that. Empathy becomes even more powerful if used with rapport. For example, “Hey, Taylor, I know you told me this week you were wrapping up month-end after a busy July.…
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