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.