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

Price: $11.27

78 used & new available from $4.99

Think and Grow Rich

Price: $9.91

8 used & new available from

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About the Author: Jeff Shore

Jeff Shore

Jeff Shore is the Founder and President of Shore Consulting, Inc. a company specializing in field-tested and proven consumer psychology-based sales training programs.

Jeff is a top-selling author, host of the popular sales podcast, The Buyer’s Mind, and an award-winning keynote speaker. He holds the prestigious Certified Speaking Professional designation from the National Speakers Association and is a member of the NSA’s exclusive Million Dollar Speaker’s Group.

With over 30 years of real-world, frontline experience, Jeff’s advanced sales strategies spring from extensive research into the psychology of buying and selling. He teaches salespeople how to climb inside the mind of their customers to sell the way their buyers want to buy. Using these modern, game-changing techniques, Jeff Shore’s clients generated over $30 billion in sales last year.