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Empathy Close

Disciplines > Sales > Closing techniques > Empathy Close

Technique | How it works | See also

Technique

Empathize with them. Feel what they feel. Walk a mile in their shoes. Understand their situation completely.

Then, when they are empathizing back, you decide like they would decide.

You can even talk about yourself, using 'I' instead of 'you'.

Also empathize with the product you are selling and bring this into the equation. Be a match-maker in bringing this great product to a worthy customer.

Examples

I completely understand...and it makes so much sense to me to do this now.

You know, this solution works so well for me.

How it works

The Empathy Close works by first harmonizing yourself with them and then, when you feel what it is like for them to close, they naturally come along with you.

Done well, you will close at the exactly the right moment and for exactly the right reasons for them, and they will come back again and again.

The Empathy close is also called the Love Close.

If you love the product you are selling and love your customers, you will be a truly great salesperson.

See also

Harmony principle

Books on Sales Closing

Sales Books

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© Changing Works 2002-
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Site Menu

| Home | Top | Quick Links | Settings |

Main sections: | Disciplines | Techniques | Principles | Explanations | Theories |

Other sections: | Blog! | Quotes | Guest articles | Analysis | Books | Help |

More pages: | Contact | Caveat | About | Students | Webmasters | Awards | Guestbook | Feedback | Sitemap | Changes |

Settings: | Computer layout | Mobile layout | Small font | Medium font | Large font | Translate |

Please help and share:

Quick links

Disciplines

* Argument
* Brand management
* Change Management
* Coaching
* Communication
* Counseling
* Game Design
* Human Resources
* Job-finding
* Leadership
* Marketing
* Politics
* Propaganda
* Rhetoric
* Negotiation
* Psychoanalysis
* Sales
* Sociology
* Storytelling
* Teaching
* Warfare
* Workplace design

Techniques

* Assertiveness
* Body language
* Change techniques
* Closing techniques
* Conversation
* Confidence tricks
* Conversion
* Creative techniques
* General techniques
* Happiness
* Hypnotism
* Interrogation
* Language
* Listening
* Negotiation tactics
* Objection handling
* Propaganda
* Problem-solving
* Public speaking
* Questioning
* Using repetition
* Resisting persuasion
* Self-development
* Sequential requests
* Storytelling
* Stress Management
* Tipping
* Using humor
* Willpower

Principles

Explanations

* Behaviors
* Beliefs
* Brain stuff
* Conditioning
* Coping Mechanisms
* Critical Theory
* Culture
* Decisions
* Emotions
* Evolution
* Gender
* Games
* Groups
* Habit
* Identity
* Learning
* Meaning
* Memory
* Motivation
* Models
* Needs
* Personality
* Power
* Preferences
* Research
* Relationships
* SIFT Model
* Social Research
* Stress
* Trust
* Values

Theories

* Alphabetic list
* Theory types

And

– About
– Guest Articles
– Blog!
– Books
– Changes
– Contact
– Guestbook
– Quotes
– Students
– Webmasters

| Home | Top | Menu | Quick Links |

© Changing Works 2002-
Massive Content — Maximum Speed