I had to attend a funeral on my sister’s side of the family, two days ago.

I normally avoid situations that mess with my ‘mojo’ (that’s how I refer to my usual positive outlook on life).

So as the day came closer I could feel the weight of having to attend, getting heavier and heavier.

I went alone because I wasn’t going to bring anyone who didn’t absolutely have to be there. And knew I would be ejecting away from the funeral as soon as it was over (zero waiting around time).

I arrived an hour early so I sat in the car reading a new book. I feel like it’s never a good idea to waste my time, and so I should always be sharpening my tools.

What Is ‘View Projection’?

When the funeral began, the son of the elderly lady who had passed away began speaking about his mother. He said some really beautiful words. He is normally a very chatty person. But on this day, he understandably found it very difficult to speak and had to fight through every word.

As I listened to him, my mind instantly went into ‘view projection’ mode. That’s when you literally project your viewpoint into someone else’s. It’s like looking, but instead you’re seeing clearly out of their eyes, not your own. You see what they see. You feel what they feel.

You don’t just mentally understand their pains. You actually experience their emotions. You feel their fears and frustrations. You’re vulnerable to the pain they have and are warmed by the joys in their life. Your body reacts as if you were them, going through the exact things that they’re going through. The end result is that you end up understanding them very quickly.

‘View projection’ can involuntarily hit you at a funeral, literally making you feel what other people are feeling.

So as I watched on at the funeral, I felt a deep sympathy with the son of the family. He was trying his best to speak about the hole in his life that would be left by his missing mother. It was very sad.

My view projection took over and at a certain point, his pain became my pain. When that happened, I was very surprised to feel my eyes welling up.

I was taken aback.

My eyes stayed watery for a few minutes. The feeling of standing in front of a crowd and trying to speak at such a sad time, flashed through my mind. The emotions literally took over my mind and as her son carried on speaking a tear from my right eye, rolled down my cheek.

It was so sad. I truly felt for the son speaking about his elderly mother, who he loved so dearly.

Making More Sales & Revenue With A Single Skill – If You Know How To Use It

After the funeral, my mind was full of questions.

The combination of feeding my mind with the insightful book contents right before the funeral mixed with the feelings of attending such an emotional event, got me thinking.

What made me feel so deeply for the son at the funeral? Why did that happen? The answer lay in something I do often for my work. I practice ‘view projection’.

You see, part of the art of building value bridges is having a deep understanding of your customer. In fact, in order to understand your customers properly you need to actually feel the pain that your customer experiences so that you can fill an existing gap in the market (by building a solution that solves the pain). That’s what ‘view projection’ is all about.

Many people don’t know how do this properly. ‘View projection’ is a skill that requires a certain amount of creativity in a human. Creativity is a skill that we often have as children, but society whittles it down to a stub by the time we’re grown adults (“stop daydreaming, Michael…!”).

So because lots of people don’t have creativity, I choose to keep that channel open. ‘View projection’ is something I do often.

I’ve previously spoken about how doing something over and over again (on purpose or even by accident) helps you get better at that activity. In this case, practising ‘view projection’ over and over again resulted in a very specific and sharpened skill in myself. It’s the skill of having hardcore, unadulterated and super deep levels of empathy towards others

Empathy with your customers and clients is the skill you need in order to generate more sales and more revenue for your business.

Empathy As A Skill

Empathy is defined as ‘the ability to understand and share the feelings of another.’

It’s an ability. A valuable ability that you can literally turn into measurable revenue. I’d go even further and say it was the ability to actually experience the feelings of another. In any case, it is a very useful skill if you’re trying to generate more sales and revenue for your business.

Empathy can also be useful when you’re trying to resolve an argument or negotiating a deal because you truly understand the other person’s viewpoint. It’s like the core of persuasion.

It can also help you achieve rapport with another person quickly, without all the technical fakery. It much simpler – just actually do your best to understand the other person. The simple things are always overlooked because people think they are too obvious.

I can think of three people in my family who have high levels of natural empathy. Looking back at their behaviour over the years it’s now no wonder they behave the way they do.

They have lots of friends. Why wouldn’t you want to be around people who clearly understand the way you feel, in life?

They’re not particularly extrovert in nature, but they relish being around people.

They also make new friends very easily too. I could drop any one of these family members in question into a new social situation and they would come out after twenty minutes with a group full of new social connections (you can’t take some people anywhere!).

They also have lots of long term and loving relationships in their life. I’m kicking myself now because perhaps I had this realisation too late and I should have hired these people to sell for my company many years ago?

So if you’re looking to get people on board, look for those with high levels of natural empathy. You can then take that raw talent and nurture that skill while directing them to make more sales and grow revenue for your company.

You can also install the skill of empathy in new people. It just takes practice.

However do beware. The grass is not always so green and there are drawbacks of being able to completely dominate in the business world.

Having high levels of empathy mean you may end up wearing your heart on your proverbial sleeve. I could probably attend the funeral of a stranger and still end up wiping tears off my cheek.

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