Engaging with Empathy: Part 3

  • techUK techUK
    Tuesday24Oct 2017
    Member only download

    How the Six Habits of Highly Empathic People, identified by Roman Krznaric in his book “Empathy”, can help us to write better proposals

In the last of a three part series, Sarah Hinchliffe explores how the Six Habits of Highly Empathic People, identified by Roman Krznaric in his book “Empathy”, can help us to write better proposals.

In Part 1 of this series, we got acquainted with the concept of empathy; tuning in sensitively to our audience’s feelings and perspectives, and adapting our behaviour accordingly.

In Part 2, we looked at empathy in selling – how it can help build relationships, differentiate and create shared values.

Now, let’s explore how we carry our good work into our proposals.

The role of a proposal

Buying aand selling stages

Last time, we established that aligning your sales activities to the steps in your prospect’s buying process shows empathy, which helps build trust – crucial for a successful sale in the 21st century. Modern selling is a far cry from sales methods such as the infamous ‘ABC’ (Always Be Closing), which are old-fashioned and downright un-empathic.

In the six-step approach in Figure 1, the proposal is the fourth stage when the prospect requests a formal offer from interested sellers.

By this time, if you followed the recommendations in Part 2, you should be in pole position to win. You will have brought insight to your prospect’s business, positioned your company as an important player and shaped your prospect’s needs. If you did a stellar job, your prospect may have decided not to bother with a proposal at all.

Let’s assume your prospect wants or needs a proposal for legal or professional procurement reasons. Think of the proposal as a continuation of your work to date. Think of it as the opportunity to pull everything together in one compelling document confirming why you are the best choice. With that in mind, we can turn back to our six empathic habits.

The full article can be downloaded from the pdf link below

This content has download attachments that are only available to techUK member users. Login with your techUK account to view and download attachments.

If you would like to know more about membership please visit Become a member page to contact our membership team.


Join us on 20 March as we welcome @Marthalanefox to techUK for the launch of new @OpenUniversity research on bridgi… https://t.co/u27S2WoRvO
An Urgent and Emergency Care Forum is being created by @NHSDigital and @techUK - Suppliers interested in becoming f… https://t.co/jqxlYXOMbc
See how the UK compared to other countries in the @CTATech #innovationscorecard https://t.co/jhIRC5cGqN https://t.co/MSMAAitpnf
What functions will our future energy system need to realise our #smartenergy ambitions? What does this mean for te… https://t.co/DenDopN7q2
.@techUK's @G_Derrington discusses the current concerns from industry when it comes to skills policy and Brexit in… https://t.co/phiHP5YuLb
. @sagegroupplc & @Atos joined us today in supporting a new UK France digital conference announced today by @DCMS.… https://t.co/rQDouW3hXB
Ruth Milligan, Head of Financial Services & Payments @techUK, debunks so pervasive myths around #OpenBanking and hi… https://t.co/HZ6ojwhZJY