The Theory of Mind is More Effective Than Empathy in Sales - Here’s Why w/ Nicolas Vandenberghe

Nov 19, 2019

Empathy in sales has become a popular topic in recent years.

 

Yes, it’s good to understand the emotional state-of-mind your prospect is coming from. It’s also useful to realize how their situation and challenges are affecting their decision-making. 

 

However, empathy may not always be the most effective route to take.

 

In the latest episode of the B2B Revenue Executive Experience, I sat down with Nicolas Vandenberghe, co-founder and CEO of Chili Piper.

 

He shares his thoughts on:

 

• Neuroeconomics and how the theory of mind can actually be more beneficial in B2B sales than empathy
• His interaction with Steve Jobs in the early days
• Adjusting the prospect’s points of reference in sales
• Increasing his sales teams conversion rates from 5% to 30%

 

This blog post includes highlights of our podcast interview with Nicolas Vandenberghe, co-founder and CEO of Chili Piper.

 

For the entire interview, you can listen to The B2B Revenue Executive Experience.

If you don’t use Apple Podcasts, we suggest this link.