Using empathy in your sales is what I would call a soft skill. It can show your client that you do care about them and their needs.
When you are empathetic it will help you build strong relationships because you are showing you understand what their problems or stress may be.
If you can identify what your customers or clients needs are, you will be able to provide answers that will give solutions.
The key is to listen, put your judgments on the sideline, and care about them as a human being. You want to be able to anticipate their wants and needs, then directing them to what can help them.
After all, isn’t that how you’d like others to deal with you?