The Art Of Selling Through Empathy

Most sales people rarely take a moment to put themselves in the shoes of their prospective clients. Especially in Disaster Restoration. Because it makes sense to you, doesn't mean that it makes sense to client. Try these simple questions on your next loss:

1. What would you like to see happen here?

2. What's important to you?

3. Do you understand why we need to do this?

4. What do you need from us?

5. May I walk you through this process step by step?

If you will start with the "why", clients and prospective clients are more apt to trust you, and that you're doing the right thing for them. Always ask yourself..."If this were me, what would I need to hear to feel better about this situation?”