You must manage to see your offer from the eyes of your prospects or customers. This is known as empathy. Being empathetic is easier said than done.

When you want a distinctive edge, start envisioning the world from your customer's side of the table. Popularly known as empathy, seeing things through your customer's eyes is a pretty intelligent way of operating your business. This is worth rephrasing: No one really cares what you think. When you can type your point of view to your customer's primary interest, fears and concerns, you will be well on your way toward establishing a working relationship.

  — Travel Research Online
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