The Importance of Empathy in Sales

The superstition of, well, a salesperson should be able to do that. Or I don't want to give my salesperson a raise because that will make them lazy. You're creating additional friction that gets in the way of performance. Use that empathy to say, oh, they may be seeing it this way. And that is going to inform their worldview. It's not how I would, but that doesn't make it wrong.