Empathy is your ability to put yourself in your prospect's shoes and see things through their eyes.
It's your knowledge and understanding of people that will make your technical skill and your product knowledge pay off.
If your competitors represent reliable companies, have similar products, pricing, and delivery capability as you, care to hazard a guess as what the tiebreaker is in the mind and heart of your prospect?
Let prospects know you care through your professionalism, advocacy, and follow-up.
You're in the people business. People buy from you because they like you.
They buy emotionally, then justify the purchase logically.
Good luck and good selling.
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