Selling With Emotional Intelligence : 5 Skills For Building Stronger Client Relationships
people they work with and buy from. They smell weakness like a shark smells blood. Act the least bit unsure of yourself, and the ...
Do your homework. How may deals have we not closed because we failed to have one or two critical facts about a client? We found ...
“I went into a car lot because I was pretty well set on buying a model they had on their showroom floor. A salesman comes over t ...
Analyzers detest processes and people that are whimsical or “here today, gone tomorrow.” This is what they worry about. They wan ...
Never write a detailed letter to a Motivator. In written correspondence, use bullet points for the Enterpriser and Motivator per ...
Words in the Motivator comfort zone: Quick • Cutting edge Easy • Competitive Innovative • Possibilities Fun • Fluid/flexible Bi ...
176 The Principles of Emotional Intelligence •Your interest level in others is the emotional foundation for rela- tional success ...
The Power of Curiosity / Overcoming the Narcissistic Urge 177 JUST CURIOUS It was the second year in a row that I was delivering ...
curities are just two of the forces at work contributing to this obsessive self- centeredness. Ultimately, this narcissistic urg ...
THE SIGN AROUND EVERY PERSON’S NECK Early in my career, a wise mentor, who was especially skilled with peo- ple, instructed me o ...
more impressed with listening skills than with presentation skills (one study found that one out of four high net worth investor ...
listening as a discipline and a habit, we eventually can conquer our im- pulses. We can develop a pattern that we will feel at h ...
our listening behavior. Ultimately, our discipline in these little matters helps to define our destiny. We need not possess a ps ...
The Power of Curiosity / Overcoming the Narcissistic Urge 183 FIGURE 20.2The Empathy Rubic Directions:Read each of the following ...
Larry’s close—if you could call it that—was to say something like, “You might want to take some time to weigh out the extra peac ...
The Principles of Emotional Intelligence The common logic for sales presentations raises a client’s emotional defenses. Asking ...
An insurance agent sat down with my wife and me to talk about buying a life insurance/savings product that, in his opinion, woul ...
LOGJAMMED LOGIC There is a fundamental error in the rationale offered by most schools of selling. Figure 21.1 illustrates the co ...
who asks the right questions gets the decision—not the one who tries to dazzle with features and benefits. How many times have y ...
I believe another reason for the dearth of discovery is that many sin- cere sales professionals do not know what to ask. They la ...
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