Selling With Emotional Intelligence : 5 Skills For Building Stronger Client Relationships

and view me only as a stepping-stone. They do not realize that, come deci- sion time, the boss is going to give a lot of weight ...

discovery process. The q2 school of thought assumes that you are building a long-term relationship with the client and are not i ...

In conducting research with successful sales professionals, I have met many who intuitively inquired into these qualitative cate ...

Questions about Transitions: •How do you see your business changing? What are your biggest issues right now? (Where do you need ...

that can happen by inquiring into their goals is that you have learned some- thing about them that most competitors will never b ...

Principles of Emotional Intelligence •A serving mind-set is key to building long-term loyalty. •Inexhaustible persistence is roo ...

ing. “What kind of house did you move from?” “How big a mortgage do you feel you can afford?” At the time, we felt we could affo ...

We were speechless. All we could say was, “We can’t ask you to do this!” She replied, “You didn’t ask me. I offered it and that’ ...

thought Mark was just trying to make a sale, but Mark persisted because he knew his motives transcended Sam’s opinion of his mot ...

SHORTSIGHTED LONG SHOTS Nate B., a telephone systems consultant, says that one way a sales pro- fessional can convince clients o ...

A study by the Securities and Exchange Commission revealed that 33 percent of clients left financial broker and advisor offices ...

have the solution to the problem. Think through the following questions as you seek to bring more personalization to your story. ...

202 The Principles of Emotional Intelligence •Clients place as much emphasis on “likability” as they do on ability. Relationshi ...

failing to pull highly desirable accounts from a certain competitor (ABC Solutions) that, on paper, was inferior to XYZ?” My app ...

tant to be consistent in your behavior in and out of your organization. I have witnessed many sales professionals who work hard ...

The “Likability” Quotient 205 FIGURE 23.1The Emotional Ledger Debits Pushing to get something done Hurrying them during a task ...

The first was a man finely dressed, bespectacled, who possessed an air of self-importance. The second was a lady, somewhat plain ...

These small acts of neglect add up over time and can come back to haunt you—when you may need the help of one of the people you ...

Following are three oft-repeated responses that I would characterize as “emotional time bombs.” Failing to Tell the Truth Each y ...

sion that it is better to sink with the truth than it is to float with a lie. The stock market troubles of 2002 are a macrocosmi ...