Emphathetic Selling!

Have you ever felt during the sales process that the salesperson was selfish? Check your wallet!
I have worked alongside some sales associates that it was clear they were only in it for themselves. "Oh boy...I am going to make a big fat commission on this one", "How do I get this guy to budge and buy from me", "Gotta close this deal - my kids college payment is due"...
I firmly believe that 99% of the prospects out there see right through this veil of fake interest.
I think for the most part these folks give selling a bad name.
Try being selfless in the sales process - although this is hard for the ego of the typical salesperson. Forget about yourself for a moment and try walking in the shoes of your prospect. What personal and business challenges are they having right now? What pressure is he/she under? Can you help? As soon as you get into an "empathetic mindset" - something interesting happens. The sales process evolves into a collaborative, relationship environment that, most definitely, increases the probability of doing business together. The proverbial 'win/win' is the final result.