From the course: Empathy for Sales Professionals
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Discovering how empathy works
From the course: Empathy for Sales Professionals
Discovering how empathy works
- Tony returns from a sales call. He looks crushed. What happened? He explains how the meeting went sideways. He'd been sure he would finally get a yes. You know just how that feels, you've been there. You feel his disappointment and frustration. "Man, that's tough," you tell him. "Let's go get some lunch and figure out what happened." That's empathy at work, but how does empathy work? Neurons in our brains are activated when we feel an emotion. We also have mirror neurons that are triggered when we see someone else experiencing an emotion. We feel it too, but to a lesser degree so we're not inhibited to act. Doctor Helen Rice of Harvard Medical School helps us realize our brain's mirror neurons' reactions motivate and teach us to act. If the emotion we see and feel is pain, we are motivated to avoid what caused that pain and go and help the person in pain. This helping behavior not only makes us feel good, but also…
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