Empathy in sales has become a popular topic in recent years.
Yes, it’s good to understand the emotional state-of-mind your prospect is coming from. It’s also useful to realize how their situation and challenges are affecting their decision-making.
However, empathy may not always be the most effective route to take.
In the latest episode of the B2B Revenue Executive Experience, I sat down with Nicolas Vandenberghe, co-founder and CEO of Chili Piper.
He shares his thoughts on:
- Neuroeconomics and how the theory of mind can actually be more beneficial in B2B sales than empathy
- His interaction with Steve Jobs in the early days
- Adjusting the prospect’s points of reference in sales
- Increasing his sales teams conversion rates from 5% to 30%
This blog post includes highlights of our podcast interview with Nicolas Vandenberghe, co-founder and CEO of Chili Piper.
For the entire interview, you can listen to The B2B Revenue Executive Experience.
If you don’t use Apple Podcasts, we suggest this link.