Think You Know Why Teams Reject Tech? Think Again.
This is Empathy Elevated – your weekly guide and shortcut to mastering emotional intelligence through the power of empathy. I talked recently about how to deal with shifting project requirements, and still keep your cool.
You have just shown the software application that is going to solve all of the problems you have been hearing rage for months.
The people watching you look blank – blank, as in they are holding back their words. They want to rage!
You know they don’t like it. Despite all the features you just showed them that will fix their issues (user error ones, too), they do not care.
Now you are getting irritated.
Why don’t they care?
Why is this not working?
Why are they resisting this new tech?
Why Selling Too Soon Kills Your Pitch
I sat there, listening to a sales rep talk for what seemed an eternity, with no time to breathe in between. He was ecstatic about his product to sell and went on about its features.
His mistake? Yes, there were great features, but none addressed my concern. There seemed to be zero empathy for the questions I had started to ask. I had real concerns that our current program was not working but that this new one would not magically solve our issues either.
Without addressing the core needs, the sales pitch goes out the window.
This is not just applicable if you are a sales rep.
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