EMPATHY v/s SYMPATHY

WE ALL POSSES THE CAPABILITY OF RELATING TO EMOTIONS OF OTHERS, FOR SOME PEOPLE THIS COMES EASILY, WHEREAS FOR OTHERS TURNING IN REQUIRES INTENTIONAL EFFORTS. EMPATHY HELPS YOU AVOID INTENTIONALLY INJURING OTHER PEOPLE- PHYSICALLY AND EMOTIONALLY. EMPATHY REGULATES GREED, HATE, JEALOUSY, ANGER, FEAR FOR SCARCITY, AND A HOST OF OTHER POTENTIALLY DESTRUCTIVE EMOTIONS.

MANY PEOPLE STILL DO NOT RECOGNIZE THE DIFFERENCE BETWEEN EMPATHY AND SYMPATHY AND THEIR APPLICATION IN THE WORLD OF SELLING.

AS WE DEFINE THE TERM “SYMPATHY“, IT’S USED TO CONVEY FEELING OF SORROW FOR SOMEONE ELSE WHO’S EXPERIENCING MISFORTUNE. YOU FEEL BAD FOR THEM BUT YOU DON’T KNOW WHAT IT IS LIKE TO BE IN THEIR SHOES. IN SIMPLE WORDS, SYMPATHY MEANS YOU FEEL LIKE ANOTHER PERSON FEELS AND YOU EXPRESS YOUR FEELING TOWARDS THEM. ON THE OTHER HAND, “EMPATHY” MEANS YOU UNDERSTAND HOW THE OTHER PERSON FEELS, THOUGH YOU DO NOT FEEL THE SAME WAY. BUT YOU HAVE THAT CAPACITY OR ABILITY TO IMAGINE ONESELF IN THE SITUATION OF ANOTHER, EXPERIENCING THE EMOTIONS, IDEAS OR OPINIONS OF THAT PERSON. YOU DEMONSTRATE EMPATHY FOR PEOPLE BY IDENTIFYING WITH THEM, EMOTIONALLY. IF WE TIE EMPATHY TO EGO, THERE’S LITTLE DANGER WE’RE GOING TO OVERALL, WHICH IS SOMETIMES A PROBLEM IN THE SALES WORLD. EMPATHY HAS A POTENTIAL TO BECOME DISRUPTIVE EMOTION THAT COSTS YOU MONEY, CAREER ADVANCEMENT, AND POTENTIALLY YOUR JOB. IN SALES, YOU MUST BE EMPATHETIC.

THE KILLER COULD NOT OFFER ANY EMPATHY FOR HIS VICTIMS OR THEIR FAMILIES AS HE COULD NOT FEEL THE WAY THEIR FAMILIES ARE FEELING. HE CAN OFFER HIS SYMPATHY THOUGH.

WHEN YOU OBSERVE A PASSENGER LEANING OVER THE RAIL OF A SHIP, SUFFERING FROM SEASICKNESS, SYMPATHY IS PERFECTLY DEMONSTRATED WHEN YOU JOIN HIM AT THE RAIL. EMPATHY IS WHEN YOU UNDERSTAND HOW THE PASSENGER FEELS, SO GET HIM A COLD TOWEL AND SOME SEASICKNESS PILLS TO HELP HIM SOLVE THE PROBLEM. WITH EMPATHY YOU UNDERSTAND AND ARE SENSITIVE TO THE FEEDBACK FROM THE OTHER PERSON. YOU’RE NOT THE PART OF THE PROBLEM, SO YOU CAN BACK AWAY AND BECOMES PART OF SOLUTION.

A MARRIAGE COUNSELOR WITH SYMPATHY CAN GET SO INVOLVED IN THE OTHER PERSON’S PROBLEMS THAT EVENTUALLY HE MIGHT NEED COUNSELLING HIMSELF. PARENTS WITH TOO MUCH SYMPATHY WILL LET THEIR KIDS DO AND HAVE EVERYTHING THEY COULD NOT DO OR HAVE AS A KIDS, SO THEY OFTEN RAISE SPOILED, UNDISCIPLINED, AND UNPRODUCTIVE CHILDREN.

EMPATHY IS DIFFERENT. YOU UNDERSTAND THE PROBLEM, AND YOU KNOW EXACTLY HOW THE PROSPECT FEELS, BUT BECAUSE YOU DON’T FEEL THAT WAY, YOU CAN BACK AWAY FROM THE PROBLEM AND OFFER SOME SOLUTIONS. THE OBJECTIVE IS TO GET YOU TO THINK BOTH AS A BUYER AND AS A SELLER. TO BE TRULY PROFESSIONAL YOU MUST BE ABLE TO MOVE COMFORTABLY FROM THE SELLER’S SIDES OF THE TABLE TO THE BUYER’S SIDE. IF YOU KNOW HOW YOUR PROSPECT THINKS AND FEELS, YOU’RE DEFINITELY GOING TO SELL MORE OF WHAT YOU’RE SELLING BECAUSE YOU WILL COMMUNICATE MORE EFFECTIVELY.

AS A SALESPERSON IT SHOULD BE OBVIOUS TO YOU THAT YOU NEVER CONFUSE YOUR SITUATION WITH YOUR PROSPECT’S SITUATION. YOU MUST REMEMBER THAT YOUR WANTS, NEEDS, DESIRES, TASTES AND CAPACITY TO PAY HAVE NO BEARING ON YOUR PROSPECT’S NEEDS, WANTS, DESIRES AND ABILITY TO PAY. YOU SHOULD NOT TRY TO SELL HIM SOMETHING WHICH IS COMPLETELY OUT OF HIS PRICE RANGE, DON’S CONFUSE YOUR SITUATION WITH HIS. LOOK AT THE GOODS, PRODUCTS, OR SERVICES YOU SELL THROUGH HIS EYES. THAT’S “EMPATHY” AND THAT’S THE PROFESSIONAL WAY!

-@CHEMIVA_

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#chemiva #empathy #sympathy sales