Episode #064: What is Empathy with Ryan Taft

In This Episode of The Buyer’s Mind with Jeff Shore:

Ryan Taft and Jeff talk about the importance of empathy.  Having EQ is so very important for all sales professionals.  When you realize that it’s not about you or even your product, having curiosity about your customer will lead you to understand their needs which can help you reverse engineer your sales presentation.

Topics we’re going to cover on today’s podcast:

[3:22] Who is Ryan Taft?

[6:09] Working with mean people

[9:21] Moving beyond the behavior of the customer to the character

[10:42] Understanding empathy

[17:03] Being empathetic rather than judgemental

[23:53] Insane curiosity about your customer

[29:57] Rapid fire questions

[32:27] Motivational Summary

More about our guest Ryan Taft:

As the former National Sales Training Manager for a Top 5 homebuilder and a licensed Realtor® in Arizona, Ryan Taft is consumed with a passion for helping others achieve breakthrough results in sales, business and life.

With a career spanning two decades training and coaching sales teams from call centers to new home sales to Realtors®, Ryan combines his knowledge of human performance, psychology and sales skills development to deliver extraordinarily engaging, energizing and insightful training experiences that drive peak performance at all levels.

Ryan is a member of the National Speaker’s Association and a frequent contributor to leading industry publications.

Links from today’s podcast:

HomeStreet Bank

Book Ryan

To Sell Is Human: The Surprising Truth About Moving Others

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Think and Grow Rich

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About the Author: Jeff Shore

Jeff Shore
Jeff Shore is a highly sought-after sales expert, speaker, author and consultant whose innovative and real-world selling strategies help you to change your mindset and change your world. His latest book, "The Keys to Unstoppable Sales Success: 8 Mindsets of Elite High-Achievement Salespeople" is now available. Learn more at jeffshore.com and follow Jeff on Facebook and LinkedIn.