“Empathy is simply listening, holding space, withholding judgment, emotionally connecting, and communicating that incredibly healing message of you’re not alone.”
Brene Brown
Let's face it, we've all lost a client for some reason or another. How many of us fail to understand the "why" behind why they left?
What healing message are you using with your clients? Are they feeling alone and abandoned by you?
Your clients are undeniably one of the most important factors.
Without clients would you exist in sales?
The more you understand that meaningful and credible relationships with your client's matter, the more successful you will become as a sales professional.
Your clients smell what you're cooking really fast
Are you personally engaging with your clients?
Are you authentically investing in building meaningful relationships?
THE COMPASSION REVOLUTION
To come out ahead on the other side of this crisis, think about leading yourself and your clients with compassion.
Merriam Webster defines compassion as,
"Sympathetic consciousness of other's distress together with a desire to resolve it."
We live in a post-trust and soon to be a post-virus sales world. Businesses have been rocked, sales results have been rocked and your client relationships have been tested.
The compassion revolution is for those professionals who care. It's for those professionals who give a rip.
The compassion revolution calls for salespeople to unite, take action and make change.
If you want to stand out from all the other empty suits and "me-too" sales reps, it can't just be about you. It has to be bigger than you.
"I think technology really increased human ability. But technology cannot produce compassion."
Dalai Lama
A Selling From the Heart professional is driven by a mission to make the business world better, help others and bring compassion to their client relationships.
COMPASSIONATE RELATIONSHIPS
Philadelphia, Pennsylvania based teaching pastor, Eric Mason, "Truth without love is criticism; truth with love is compassion."
When was the last time you asked one of your client's their concerns, issues or even how you can help?
When was the last time you had a meaningful conversation that helped you understand why and how one of your clients was struggling?
"Love and compassion are necessities, not luxuries. Without them humanity cannot survive."
Dalai Lama
Compassion is truly having genuine sympathy for the hardship or suffering other people might be experiencing, and a sincere desire to ease their pain.
Let's think about this in a sales context.
How many of you show a heartfelt desire to help ease the pain from all the broken promises left behind from all the other unscrupulous sales rats?
A compassionate sales professional is motivated to take action and to stop the pain inflicted by empty suits.
There are many different ways to show compassion; however, the important thing is it must come from your heart.
A compassionate sales professional understands their clients crave to be part of something meaningful and special. They hold a deep concern for how their clients feel and what they’re getting out of working with them, especially the experience.
Bring compassion into your client relationships. Dig in and ask heartfelt questions.
- What do you truly expect and desire from me?
- What do you value?
- What matters to you the most?
- What can I do to better serve you?
Compassion and care over commission and deception
CONNECT WITH COMPASSION
Compassionate salespeople seek to influence, not take advantage of their clients. They encourage. They lead with hope. They guide, acknowledge and support their clients. They combine their efforts, skills, talents, insights, passion, enthusiasm and commitment to work because they care.
Integrating compassion, caring and connectivity is jet fuel for building meaningful client relationships.
"Serving truth is compassion; selfish truth is criticism."
Bruce Kirk
Forever change your client relationships through care and compassion.
A recent comment on one of my social posts caught my attention.
My friend Bruce Kirk shared the following:
"Compassion must come from the heart---it cannot be faked. The other person's best interests and well-being must be of genuine concern (Serving Truth)."
"Compassion doesn't mean we avoid the truth. In many relationships, there are often hard truths that need to be said for the relationship to deepen. But truths shared with the wrong heart can be disastrous (Selfish Truth)."
- You must care intensely about your clients.
- You must have compassion for your clients.
- You must connect with meaning with your clients.
Your success is not just about closing more deals, where you sit on the sales totem pole, or the size of your last commission check; it's about how well you connect, care and have sincere compassion for clients.
My sales friends, watch what happens to your relationships.
I understand, I get where you all are coming from. Every day, I walk in your shoes. I am fully committed to helping your sales team integrate social aspects and heartfelt strategies into your current sales process to grow new business. I want you to get results. This is why I am passionate about doing this the right way, the genuine way, the authentic way! It's about understanding value before visibility.
Selling From the Heart is making a difference! I poured my heart into every page of this book and I think you're going to love it. You can find it on Amazon in paperback, kindle and in audio. You can click on the book image below and this will take you to Amazon.
You can find more material inside Selling From The Heart.
In a world full of empty suits, I'm passionate about helping sales reps succeed by getting valuable before they get visible. I help sales teams understand the true value they bring to the market.
I appreciate getting the opportunity to share my stories. Integrating the use of social and sharing my story on LinkedIn was my “game-changer” in the highly competitive office technology world. With great pride I transform, challenge, coach and inspire sales teams to grow new business by helping them share their story and how they communicate it out by integrating the use of social inside the sales process. You can follow me on LinkedIn, Twitter, Facebook and on my podcast by clicking on Selling from the Heart.
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