Mike and JG are reviewing chapters 3 & 5 of Chris Voss' 'Never Split the Difference' this week on Book Club. They're chatting about why empathy is so important in the sales process. Most salespeople confuse empathy for sympathy and it is holding them back in the relationship building process. 

They also talk about how to write an email that will engage a prospect and why labelling is a really key skill to develop. 

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