What is the difference between sympathy and empathy?
Why & how does one move the sale forward and help you close more deals and the other often derails the sale?
Sympathy – Agreeing with somebody’s situation. It says “you’re right“.
Empathy – Understanding and sharing the feelings of another. It says “I hear and understand you“, “I know how you feel“.
You can, and should, show empathy to people
even if you don’t sympathize with them.
In sales, empathy makes your buyers feel heard and understood. It helps you move the sale forward and close more deals.
On the other hand, sympathy often has you agreeing with something that sets the buyer’s mind and expectations on a wrong path that can derail the sale.