Hyper Empathy: The Double-Edged Sword in Sales

Connect & Convert: The Sales Accelerator Podcast

Jun 7 2024 • 21 mins

Introduction:

Join hosts Dennis Collins and Leah Bumphry as they explore the fascinating role of empathy in sales. In this episode, they discuss how finding the perfect balance between empathy and confidence can significantly impact a salesperson's success. Producer Paul Boomer also shares valuable insights from a sales manager's perspective.

Key Takeaways:

- Hyper empathy can hinder a salesperson's ability to close deals, despite excelling at building rapport.

- Balancing empathy with assertiveness and confidence is crucial for navigating sales conversations effectively.

- Empathetic managers can positively influence company culture and employee retention.

- Curiosity is an essential inborn trait for salespeople, driving them to ask questions, gather information, and solve problems.

Resources and Links:

- Mark Davis' Interpersonal Reactivity Index (IRI): https://fetzer.org/sites/default/files/images/stories/pdf/selfmeasures/EMPATHY-InterpersonalReactivityIndex.pdf

- "The Empathy Effect: Seven Neuroscience-Based Keys for Transforming the Way We Live, Love, Work, and Connect Across Differences" by Helen Riess MD: https://www.amazon.com/Empathy-Effect-Neuroscience-Based-Transforming-Differences/dp/1683640292

Timestamps:

00:00:00 - Introduction

00:01:35 - The problem with hyper empathy in sales

00:05:20 - Empathy vs. sympathy in sales

00:07:45 - The importance of confidence for empathetic salespeople

00:11:20 - Top traits to look for when building a sales team

00:14:30 - The power of curiosity in sales

00:16:45 - Breakout challenge: Assessing your empathy level

Connect with the Hosts:

- Dennis Collins: Wizard of Ads Partner Page

- Leah Bumphry: Wizard of Ads Partner Page

Guest Bio:

Paul Boomer, the producer of Connect and Convert, brings a wealth of experience in sales management to the discussion. With his unique perspective, he provides valuable insights into the role of empathy and confidence in sales teams and how managers can effectively guide and support their team members.

Related Episodes:

- "The Art of Active Listening in Sales": https://www.yourpodcast.com/episodes/active-listening-in-sales

- "Building Trust and Credibility with Clients": https://www.yourpodcast.com/episodes/building-trust-with-clients