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How often are you spending hours on creating proposals that don’t end up closing into signed deals? Sending proposals when you haven’t properly sold your services is not what’s going to get your customers to buy. Making money, growing your customer base and creating value for your business and for the world doesn’t have to be difficult or complicated. It can be easy if you have a process and

The term “empathy” is used to describe a wide range of experiences. Emotion researchers generally define empathy as the ability to sense other people’s emotions, coupled with the ability to imagine what someone else might be thinking or feeling. In other words: The ability to share someone else’s feelings or experiences by imagining what it would be like to be in that person’s situation. One of the most important things in the process of mastering the sales game is to study empathy not only as a feeling, but also as a mindset on how to solve problems, understand demands and present a solid proposal that helps your customers have the best solution for their needs. In this episode you will learn the full meaning of empathy in the sales world and how to use it to leverage your sales and impact in the world. Are you ready? Let’s dive in!


Biggest Takeaways:


  • If you’re selling business to business, not all B2B sales require a proposal.
  • If you want to get your proposals accepted, you need to follow their instructions.
  • You do not do heavy lifting with a proposal.
  • Do NOT use a proposal in order to avoid negotiations.
  • You are the one that actually has to actively sell.
  • Your proposal is a part of the sales process.
  • Empathy is defined as the ability to share and understand the feelings of another.
  • Empathy is related to our emotional quotient or emotional intelligence.
  • When we are dealing with our potential customers, our leads or prospects, they often make decisions and buy based on emotional reasons or rationale.
  • Human beings justify that emotional buy using logic.
  • It’s important that we use both the logical left brain and the creative right brain, or the more intuitive, emotional side of things.
  • This is all about understanding, being able to use your brain to logically understand another person’s perspective about what’s happening from a situation.
  • Empathic concern is really about the ability to sense to have an understanding, but really, it’s about sensing.
  • Empathy is not just about timing.
  • Empathy is the basis for really solid communication.
  • Every step of the process is really about re-engaging, reinvigorating and re igniting the fact that you’re on the same page together with your prospective client.




  • How you position yourself when you are having to sell using proposals [02:50]
  • What to do if you’re selling business to business [03:48]
  • Why your proposals do not get accepted [04:36]
  • 1st thing to do to Increase Your Close Ratio for Sales Proposals [05:12]
  • 2nd thing to do to Increase Your Close Ratio for Sales Proposals [06:02]
  • 3rd thing to do to Increase Your Close Ratio for Sales Proposals [06:25]
  • A great place to make sure that you clarify expectations [08:29]
  • Why you need to highlight your proposals [09:18]
  • What is empathy [15:31]
  • Three main types of empathy [15:49]
  • Three different ways that we process emotional information [16:51]
  • The whole point of having empathy [24:02]
  • Things that allow you to create appropriate connections in your sales [25:21]


🎙 Previously Episodes Mentioned on This Episode and Powerful Resource Episodes:


🎙 Powerful Resource:


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