How to Listen for Empathy in Sales

You’ve identified a problem you want to solve for your organization. You’ve done the research and narrowed it down to two promising solutions. After visiting the websites for both, you click ‘book a call’ and wait.

The first SDR spends an hour talking to you about our organization and needs—it sounds like you’re a great fit, at least from their perspective. So they schedule another call with you the following week for a demo. You hang up and wait some more, with very little knowledge to sway your solution decision.

The second SDR jumps right in, they’re already familiar with your organization and ask about team priorities, immediately jumping into a demo. You leave the call with a clear understanding of whether or not this solution is the perfect fit.

Which sounds like the better buying experience? If you said the first, you’re likely to be the only human who also enjoys trips to the DMV.

We speak with Ashley Zagst, Senior Account Executive at Chili Piper about the power of demo-ing on the first call (and how it benefits the buyer and seller).

Join us as we discuss:

• The role demoing plays in the sales process (and how to leverage it to your advantage)
• Creating safe space for sellers to build a foundation of trust with buyers
• Diversity across teams and in the pipeline, and why it’s so important