The top line of an organization depends primarily on the strength of the front line sales team, besides the product/ service. More than competence and capability, the strength of a good sales team lies in its understanding of the core values of the organization and being able to communicate the same effectively. This is what differentiates one team from the other, thereby resulting in a sustained competitive advantage for one organization.
Organizations often find it difficult to integrate empathy into the sales process as targets, revenues, and closing deals seemingly overpower everything else. But, it is important for organizations to understand that to be successful in the long run, the focus needs to be on building strong relationships with customers, getting them closer to the brand, and delivering on the promises, among others. This, is the recipe of garnering people's trust.
A good sales strategy needs to plug in the elements of human-centricity throughout; right from hiring the right people to engaging in market research for generating leads to creating qualifying prospects to closing deals effectively in order to create a seamless buying experience.
An integral part of improving buying experience is to understand it from the buyer's perspective, This requires empathy more than product knowledge or communication/ negotiation skills. In other words, it requires the core values of the organization to lay primary focus on customers over revenues and profits.
We understand the importance of integrating empathy into the work culture in order to create a human-centric environment wherein teams plan, strategize, and execute with the users in mind.