Empathy Drives SalesBrian Tracy says that if you’re “telling, you’re not selling.’ Great sales people ask great questions and are able to really find out what is really important to their prospects and clients. The great thing about an emotional competency like empathy is that it can be developed and enhanced. It just takes practice and has to become a habit. The really great sales men and women listen, understand what the customer wants, and either give it to her or send her somewhere else where they think they can get it. That’s empathy; understanding the customer’s needs. It’s not rocket science, but not everyone can ‘put themselves in the other guys shoes’ every day.