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THE POWER OF READING PEOPLE

combination of “sym” (with, together) and “pathos” (passion, emo-
tion), essentially translating to “being on the same emotional wave.”

What’s critical here is establishing a commonality, an emotional
ground where both parties feel understood and connected. Genuine
curiosity about others can lay the foundation for this connection.
Remember that sympathy isn’t something you can force. Instead,

focus on avoiding actions that might obstruct the growth of a
positive relationship. Reflect on aspects of your own behavior that
might naturally engage others and use these to foster trust through
your engagements.

Tip 4: Utilize Multiple Sensory Channels for
Engagement

This multifaceted approach is likely to pique their interest. For in-
stance, in a customer service scenario:

• Start with a visual cue that highlights the product’s benefits to
immediately draw attention.

• Enhance this visual stimulus with an auditory element, such as
a relevant and compelling quote.

• Introduce a tactile dimension by encouraging the customer to
physically interact with the product.

• Remember to engage the olfactory and gustatory senses if appli-
cable, like offering a sample of a fragrant lotion in a drugstore.
• Lastly, tap into the power of emotions. When dealing with
intangible products like services, relate to the customer’s chal-
lenges and illustrate how your offering will ease their work life

or improve their organizational outcomes.

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