Closing a Deal - Leading with Empathy

𝐁𝐞𝐟𝐨đĢe đŠđžđ¨đŠđĨ𝐞 𝐝𝐞𝐜đĸ𝐝𝐞 𝐭𝐨 𝐭𝐡đĸ𝐧𝐤 𝐨𝐟 𝐲𝐨𝐮đĢ đĻ𝐞đŦđŦ𝐚𝐠𝐞 𝐨đĢ đšđđ¯đĸ𝐜𝐞 𝐨đĢ đĸ𝐧đŦ𝐭đĢ𝐮𝐜𝐭đĸ𝐨𝐧, 𝐭𝐡𝐞𝐲 𝐝𝐞𝐜đĸ𝐝𝐞 𝐰𝐡𝐚𝐭 𝐭𝐡𝐞𝐲 𝐭𝐡đĸ𝐧𝐤 𝐨𝐟 𝐲𝐨𝐮.

Before anyone decides to follow your guidance or trust your decisions, they make a decision about you as a human being.

Such decisions are based on whether they perceive you as someone who truly connects, who they can trust, who understands and cares about their needs, concerns, and aspirations.

Trust is built over SIX components:

- Empathy

- Competency

- Integrity

- Consistency

- Reliability and 

- Vulnerability.

All are important, But the order matters. So, always lead with EMPATHY. And that is what I would be elaborating here. These can be applied in the context of prospects and also your team members.

Engage Actively: Engage in active listening and open dialogue. Pay full attention to what others are saying, without judgment or interruption. Active Listening is different from just hearing what is being said. It encompasses observing the body language, picking up nuances of tonality, expressions and also being open to signs from the environment 


Make Connections: Strive to make meaningful connections with others, especially if they are prospects who have the potential to become your future clients. Seek common ground, shared experiences, and shared aspirations.

Practice Patience: Empathetic leaders understand that everyone's journey is different. Practice patience with self, your team and with your prospects. Give them the space to express themselves during the conversation. It should not be all about you. 

Appreciate Diversity: Embrace the richness of diversity in perspectives, backgrounds, and experiences. Celebrate the uniqueness of each individual. This also suggests that you need to understand these details and not approach every prospect with a similar mindset and preparation. 

Tune into Emotions: Tune into the emotions of others. Understand their joys, fears, and concerns. Empathy requires a deep emotional connection. During and after the conversation, learn to tune into the emotions of the other person and plan your future responses accordingly. 

Help and Support: Offer help and support when needed. Show that you are there not just in words but in actions. Extend a helping hand. 

Yield the Spotlight: Empathetic leaders don't seek the spotlight for themselves. They shine the light on others, empowering them to be their best.

Empathy is the bedrock of leadership. It's the art of making others feel valued, understood, and heard.


By practicing empathy and connecting authentically with others, you not only earn their trust but also inspire them to follow your lead.

It’s the 'EMPATHY' that takes you in the door of your leadership journey, while your competency gets you going.


Watch this video which explains the importance of Empathy

https://www.youtube.com/watch?v=a16kgZP1rUU

 

Credits: Shari Levitin.

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