沟通过程中，同理心非常重要

　　沟通过程中，同理心非常重要

　　有一个年轻人到一家大型的百货公司应聘销售员，老板让他试干一天。在傍晚下班时，他虽只做了一单，客单价却达到30万美元。一个人的说话能力，是获得交易成功的必要条件。就像卡耐基所言：“一个人的成功，约有15%取决于知识和技术，85%取决于沟通---即是发表自己意见的能力和激发他人热忱的能力”。如果那个年轻人面对路过的客户只不过是漠不关心地回复一句“明天天气很好”，然后得到一个带有谢意的微笑。他转身走开了，带走的就是30万美元的没有机会变为现实的潜在订单。《孙子兵法》说：“知自知彼，百战不殆。”在进入谈话的正题之前，可以谈一些对方感兴趣的话题，以此来了解对方的需求、兴趣和习惯，这个过程就好像是投石问路。在谈话时，对别人恰到好处的提问，可以让我触摸到对方的需求，以及心理的蛛丝马迹，这样在后续的沟通中，就能做到有的放矢，达到磨刀不误砍柴工的效果。

　　总结：说话就是生产力，为对方着想，站在对方的立场说话，会让一个人的话更具有说服力。

　　In the process of communication， empathy is very important. A young man applied for a sales job in a large department store. The boss gave him a trial job for one day. By the end of the evening， he had made just one sale, but it cost him $300,000. A person’s ability to speak is essential to the success of a transaction. As Carnegie says, “About 15 percent of a person’s success is based on knowledge and technology, and 85 percent is based on communication -- the ability to express one’s own opinions and inspire enthusiasm in others.”. If the young man responds to a passing customer with nothing more than a nonchalant “It’s going to be a beautiful day tomorrow”, he gets a smile of thanks. He walked away with $300,000 in potential orders that had no chance of materializing. “If you know your enemy, you can win every battle,”the The Art of War said. Before getting down to business, it’s a process of finding out your partner’s needs, interests and habits by talking about topics of mutual interest. In the conversation, to ask the right questions of others, can let me touch each other’s needs, as well as psychological clues, so that in the follow-up communication, can be targeted, to achieve the effect of sharpening the knife. Summary: Speech is productivity, for the sake of each other, stand in each other’s position to speak, will make a person’s words more persuasive.