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The case for empathy in sales training

This HBR blog stresses caught my eye as it stresses the need for empathy in sales training due to its importance when dealing with customers, something everybody agrees with but rarely happens in practice. We see it as particularly important for the sales process and rarely in evidence. The good news is that empathy, like other dimensions of the selling mindset such as focus and resilience, is a bit like a mental muscle. With the right training and applied self-development, sales people can definitely improve their empathy …

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