This skill is more important than empathy in SALES.

“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.”

This was a quote from Anthony Iannarino from the Foreword of “Diamond Goldfish.” Diamond is about managing yourself and client/prospect under pressure to excel in business.

Anthony challenges us to see thing from the client or prospect perspective. It’s a realization that 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. 

To be successful in sales requires a shift in mindset. Selling is that it is not something you are doing TO someone, but something you are doing FOR someone and with someone. It is the act of creating value for someone, helping them to obtain a result they couldn’t easily create without your help.

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Stan Phelps

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.

Find Stan’s in-person and virtual keynotes, workshops, and Goldfish tank programs at