Sales is about finding fit for clients. In the Diamond Goldfish Foreword by best-selling author Anthony Iannarino, he shares the importance of empathy and managing pressure:

“If you work in sales, you have the pressure of reaching your goals or quota, scheduling meetings with prospective clients and taking care of your existing clients. You get the added bonus pressure of having your success officially measured at the end of each quarter—and losing deals you believed you would win. That pressure creates a biological response, which you will gain control of after reading this book.”

“Now, put yourself in your client or prospect’s shoes. They are struggling to produce the results they’re responsible for creating. They don’t really know why they can’t achieve the results that used to be possible for them, let alone the better results their company demands of them. They feel a very similar pressure to yours.”

“The way to eliminate your fears is to eliminate your client’s and prospect’s fears. Empathy is often expressed as ‘walking a mile in another person’s shoes.’ While empathy is important, compassion is even more powerful. Compassion is recognizing the other person’s shoes are three sizes too small and helping them into a pair of shoes that fit them.”

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Stan Phelps walks the walk. He stands out in the sea of sameness by modeling his own Differentiated Experience (DX) message: Differentiation isn’t just about what you say, it’s about what you do and, more importantly, how and why you do it. Stan leverages his unique collection of 5,000+ case studies on customer, employee, and brand experience to engage audiences with informative learning-based experiences. He believes purposeful DX wins the hearts of employees and customers, and differentiation ultimately boosts loyalty, retention, referrals, and results.

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