Content about Mind

January 4, 2013
Empathy: The Guidance System

A key quality of critical importance to sales success is empathy. Empathy is the ability to read others. It’s knowing what drives them. It’s being able to intuit their strengths, limitations, potential, and motivations. Empathy is the ability to pick up the subtle clues and cues provided by others in order to accurately assess what they are thinking and feeling.

By Herb Greenberg, Ph.D., and Patrick Sweeney

The first key quality we found to be of critical importance to sales success is empathy. Empathy is the ability to read others. It’s knowing what drives them. It’s being able to intuit their strengths, limitations, potential, and motivations. Empathy is the ability to pick up the subtle clues and cues provided by others in order to accurately assess what they are thinking and feeling.