What distinguishes high-performing salespeople from average ones? Some might say competency, or empathy. But Nicolas Vandenberghe, CEO of Chili Piper, believes that “mentalizing” — the ability to understand what motivates others — is the most valuable skill that a salesperson can possess.
Talking to Jeremy, Nicolas breaks how mentalizing differs from empathy and offers tips on how to improve the skill.
You want things to feel simple. The thing of simplicity is both, of course, the product but also the body language of the salesperson. Right? The salesperson appears nervous and go[es] into long sentences, then it’s going to communicate complexity. So you want the body language to communicate simplicity.
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