But empathy alone ain’t gonna cut it.

Empathy doesn’t get you a meeting. Or land the sale.

You need to take it a step further to show prospects you understand their situation.

“I imagine you’re feeling…”

Isn’t as effective as…

“I’ve talked to several {insert their role} this week and they’re telling me their top priorities are _______. And _______ is frustrating because it’s really standing in the way of those priorities right now.”

One acknowledges their feelings. And the other acknowledges feelings and what’s important in their job. You need both. 

Your prospects don’t need a therapist. They need solutions to their problems.

I was on the Modern Sales podcast with Liston Witherill last week and we talked about how best to prospect right now:

✅ Why you need to keep prospecting – maybe even more

✅ Steps you can take to improve your response rates

✅ Some steps I’m taking right now to build my own business

Listen to the interview here

Join the conversation on LinkedIn here.

Jason


Here are three ways we can help you with your prospecting:
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  • Work togetherGet help motivating your team, saving pipeline, and arming your reps with fresh prospecting tactics. Contact me to talk about training, coaching, and workshops.