The main characteristic of a good sales canada telephone number representative is empathy. But that empathy needs to be positive and help you be a sales rep who challenges the prospect to seek the best possible solution. What keeps you from being a challenging salesperson? This content is a translation of the post  canada telephone number  The mindset keeping you from being a challenger sales rep , written by Rock Content Sales VP Matt Doyon , and posted on his blog. A study of B2B sales representatives detailed in the book “ The Challenging Sale ” brings a clear conclusion.  canada telephone number  Salespeople who debate with their potential customers and confront them with a different view of the world are more likely to perform better than their peers. canada telephone number Comparing 5 salesperson profiles, 40% of top performers , ie salespeople who get the most results,

use a challenging approach rather than relying on canada telephone number skills like hard work, problem solving, building relationships or relying on instincts to succeed. With such strong science supporting the challenging approach, what is still holding you back from taking the actions necessary for your challenging trade rep ? canada telephone number The explanation is likely in your mindset as an advisory sales rep and especially in your understanding of empathy. Empathy is your ability to put yourself in your potential customer’s emotional state. To care about your perspective. canada telephone number From wanting to know how they see the world. To understand how they think, feel and what they care about. Choosing a career in sales and getting hired for the role of a canada telephone number sales consultant probably means you have a lot of empathy .

This, of course, is a skill that will help canada telephone number you unravel your customer’s thinking to make them see the value in your product. Positive Empathy vs. Negative Empathy But empathy, when it impacts your mindset negatively, can prevent you from taking a challenging sales approach and hurt your overall performance. canada telephone number Let’s look at two good examples where negative empathy can sabotage you—both at the time of prospecting and when canada telephone number dealing with an objection.  Hong Kong Lead  When you prospect and approach opening new discussions with a negative empathy mindset , you think, “I wouldn’t want a stranger canada telephone number calling me unexpectedly and interrupting me, so maybe I canada telephone number should start with a light (passive) email instead of a phone call ( active) to try to get their attention”.