Empathy Is The Key

In one word, what would you think is of prime importance in sales? If you said ‘Empathy’ in my opinion you are on the right track. Empathy is the intimate understanding of the feelings, thoughts, and motives of others. Being ‘Empathic’ allows you to put yourself in the shoes of others. It allows you to feel as if you were that prospect or client.

Once that client or prospect senses you understand their feelings, they will open up more and share their desires and once you know their requirements, you can share a way to serve those requests. In my opinion unless you develop empathy for your customers, until you develop the skill of calling for and getting a favorable agreement that sales people call consummation, you probably won't make it in selling. That prospect or client should sense that you recognize and care about helping them solve their challenges, not that you are just looking for a sale. 

Remember, you must truly have confidence in the fact that you can satisfy the client’s or prospect's needs. You must understand the benefits, features, as well as the disadvantages of your product or service from your prospect's point of view; you must evaluate things on the client’s or prospect's measure of standards, not your own; you must realize what is important to the client or prospect. Your client or prospect must always be the feature performer of the show. And the same ‘Empathy’ holds true when the client or prospect calls your company and is placed On-Hold. 

Here you have the perfect opportunity to continue your marketing and branding message to a captive listener. You never want to break that emotional bond that you’ve created by having that caller listen to a radio, a series of beeps or worst of all, silence. Statistics from AT&T have shown that by advertising On-Hold most business, either home based or Fortune 500 Companies, show a 2?% to 5% increase in sales and that 12% of the caller will take action on something they heard while On-Hold. 

Since 1987 HoldMasters, the On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. 

Let HoldMasters help you when your business is on the line.