Creating Strategic Empathy
- Topics:
- Strategy Formulation
- Tags:
- Change Decision,
- Strategy,
- Strategic Planning,
- Sales Strategy,
- Sales Force Management,
- Sales,
- Management,
- Empathy,
- Decision,
- Team Management
- Source:
- Information Today
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Overview: The most effective business development today is Strategic Empathy, a thorough understanding of the rational and emotional drivers behind a client's decision to use an organization's services. As one builds strategic empathy, prospects will be more willing to meet, share problems and explore solutions, make faster decisions and be more committed to working closely to assure the success of the engagement. However, for this, the change decision is very crucial. A change decision is an executive decision that has a major impact on a company. It is a decision to abandon current practices in favor of a new approach; a commitment to a new strategy, process, team, or resource allocation. One must use strategic empathy to create own unique selling response that parallels potential client's purpose and situation. That will lead to faster decisions and engagements that are more successful. Successful engagements create delighted clients, and delighted clients willingly become your surrogate sales force.
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Format: HTML | Date: Aug 2003 | Pages: 1
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