Empathy is often seen as a cornerstone of human connection. Whether in personal relationships or professional settings, understanding and feeling what others are experiencing can dramatically shift how we interact, solve problems, and help others grow. 

But what is empathy, and why is it so essential, especially in business?

What is Empathy?

Empathy is the ability to put yourself in someone else’s shoes, to feel what they are feeling and to truly see the world through their eyes. In Neuro-Linguistic Programming (NLP), one of the core presuppositions is the importance of respecting a person's model of the world. 

This essentially means that no matter how much you have experienced or evolved, you must always honor where someone else is on their journey. This mindset creates a foundation of empathy, allowing you to truly understand and assist others without judgment.

Empathy goes beyond mere sympathy, which often involves pitying someone from a distance. Instead, empathy is about being present with someone in their moment, understanding that while their experience may differ from yours, it is valid and meaningful to them.

Sympathy vs. Empathy

A key distinction between sympathy and empathy is this: sympathy stands on the outside, observing from afar, while empathy gets into the trenches with someone, without judgment or condescension. 

With sympathy, there is often a sense of superiority or separation—feeling sorry for someone. But with empathy, you are side by side, listening, feeling, and understanding from within.

In life coaching and therapy, empathy is a non-negotiable. As a coach or therapist, you cannot truly help someone if you do not respect where they are, what they are dealing with, and what resources they currently have. 

This requires an approach grounded in compassion, where the individual is seen as capable, resourceful, and whole. It’s not about seeing someone as broken, but as someone who simply hasn’t tapped into their full potential yet.

Why Is Empathy Important in Business?

In the business world, empathy is often the secret ingredient to success, especially when it comes to sales and client relationships. Being able to understand your client's model of the world can mean the difference between closing a deal or losing a customer.

Dealing with Objections

In sales, objections are part of the process. Some objections are concrete, like a lack of financial resources. Others, however, are rooted in a client’s perspective or perception of value. 

Empathy allows you to navigate these objections more effectively. When you can understand where a client is coming from—whether it's a genuine limitation or a lack of perceived value—you are better equipped to either offer a solution or gracefully walk away.

As a seasoned sales professional, I’ve learned that everything isn't always right for every client. Sometimes, empathy means knowing when to step back and let the client go. 

After all, being empathetic doesn’t just mean understanding their world; it means respecting it enough to not push a solution that doesn’t serve them. In business, Stephen Covey’s famous principle, “Seek first to understand, then to be understood,” applies perfectly. 

When you start by truly understanding your client's needs and perspectives, they are more likely to understand your recommendations, creating a productive and trusting relationship.

How to Cultivate Empathy

Empathy is a skill that can be nurtured, and like any skill, it requires practice. Improving empathy starts with paying attention—really paying attention. Being aware of what's happening around you, both verbally and non-verbally, is critical. 

Start by respecting a person's model of the world. Know that they are doing the best they can with the resources they have. As a coach, I never see someone as broken. Instead, I see them as untapped potential waiting to be unleashed. 

My job is to help them access those resources, and that begins with listening—deeply and actively. Listening not just to hear, but to understand. Every conversation becomes an opportunity to practice empathy. 

By staying present, not making assumptions, and intentionally focusing on the other person's experience, you build a stronger connection. And that connection can lead to meaningful growth—both for them and for you.

Conclusion

Empathy is a daily practice that can transform your interactions, whether in personal relationships, coaching, or business. The ability to walk in someone else’s shoes allows you to see the world through their eyes, and from that place of understanding, you can help guide them toward growth, success, and fulfillment.

For me, empathy is at the heart of everything I do as a coach and business professional. It’s about being fully present, listening with intention, and respecting each individual's journey. 

When you approach life and work with empathy, you not only help others move forward, but you also grow yourself. So, how do you improve empathy? Start by listening—truly listening. It's a practice that takes time, but the rewards are immeasurable.

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