Should you walk a mile in my shoes to show empathy?

I remember a phrase I heard in my younger years: 'walk a mile in their shoes.' My parents told me to think about another’s situation before I judge them. Imagine being in their shoes. This is a reminder that we should want to understand. But shared experience is not the same as empathy. I had been deceiving myself and others.

It was time to distinguish between ‘walking in someone else’s shoes’ and empathy.

- Walking before judging means living and experiencing what it's like to be in the same situation. 

- Empathy is defined by the Oxford English Dictionary as ‘the power of understanding and sharing the feelings of another person.’ It means listening to their point of view and reflecting it back to them. This is different from experiencing the same thing.

Empathy is when a person feels heard and understood. Empathy builds trust as well.  

Why does this difference matter?

Buyers closely listen to a person who understands them, giving them influence and trust. If the CEO doesn't understand or even try to, the prospect stops listening.

When working on a deal, which position is more valuable? 

‘Walking a mile in their shoes’ provides outsiders a broader view. This is always good. However, such an approach lacks empathy, making it less effective as a sales tactic.

I’d love to hear what is on your mind; please share at converse@marketenabledsales.com