Empathy For Sales Professionals To Boost Sales Effectiveness

Course Curriculum

Chapter 1: Introduction and course welcome

Lecture 1: Introduction and course welcome

Chapter 2: What is empathy, sympathy, and compassion

Lecture 1: What is empathy, sympathy, and compassion

Lecture 2: Dalai Lama: Kindheartedness is the mindset for empathy and compassion

Lecture 3: More on the distinction between Cognitive Empathy and Emotional Empathy

Chapter 3: Starting to use empathy in sales

Lecture 1: How I use empathy and Emotional Intelligence in sales

Lecture 2: Stopping dehumanization of sales prospects and making interactions humane

Lecture 3: Ask questions of your sales leads, learn about their needs to get empathy

Lecture 4: The right questions to ask, and how to ask them

Lecture 5: How people share emotions

Lecture 6: Build a shared experience into your sales process by using empathy

Lecture 7: Checklist of times to add empathy to your existing sales approach, and how

Lecture 8: Use the product as though you are a client to put yourself in the client's shoes

Chapter 4: Active listening skills

Lecture 1: Active listening section introduction

Lecture 2: Example of active listening and improved comprehension I had to go through

Lecture 3: Cycle of constructive listening and communication

Lecture 4: Listening to and getting feedback, even if negative

Lecture 5: Example of a listening mistake at a job when I was younger

Lecture 6: "Actions speak louder than words" – non-verbal communication

Chapter 5: Body language in sales

Lecture 1: Non-verbal communication cues for sales

Lecture 2: Mirroring the other person's body language, building rapport, and raising energy

Lecture 3: The body language of your eyes

Lecture 4: Bring something to take notes with to communicate that this is important for you

Lecture 5: Your grooming and how you dress

Lecture 6: Open palms and arms visible, even on zoom

Lecture 7: Body language using your mouth: smile while talking

Chapter 6: Negative impacts of too much empathy

Lecture 1: The negative impact of too much empathy

Lecture 2: Another negative impact of too much empathy in sales – negotiation tactic

Chapter 7: Research

Lecture 1: The work of Dr. Allan Schore and sharing of emotions between two people

Lecture 2: Takeaways from the Neuroscience symposium on empathy

Chapter 8: Emotional Intelligence And Neuroscience: role of emotions in buying decisions

Lecture 1: Emotional Intelligence And Neuroscience: role of emotions in buying decisions

Chapter 9: Conclusion

Lecture 1: Thank you for being a great student in this course on empathy in sales