Selling With Emotional Intelligence : 5 Skills For Building Stronger Client Relationships
Self-justifying Propensity for criticizing and judging •Tension and loss of composure under pressure Intellectual arrogance •Va ...
Challenges The Achilles heel of Motivators is impulsiveness. They are often guilty of leaping before they look. Many Motivators ...
Many Motivators struggle with organizational and detail issues—they have an aversion to paperwork and fulfillment issues. They l ...
personality DNA, we must first learn the signals that tip off the specific per- sonality style. Emotionally intelligent sales pr ...
34 The Principles of Emotional Intelligence The intangibles in emotional makeup separate good producers from great producers. F ...
Larry’s problem was that he had been extremely successful in the sales field (leading the nation in sales for seven consecutive ...
“RELATIVELY SPEAKING” I suggested to Larry that his problem was an old one in the sales pro- fession and that the chances were n ...
If we were to translate this law of physics so it corresponded to the uni- verse of sales, we would say that energy—or productiv ...
would probably all agree that this person would make a good sales profes- sional. What Larry and I discovered, however, was that ...
and was followed by assessments of people in the second tier (average-to- good producers) and in the third tier (low-level produ ...
Loves to win/hates to lose. Demonstrates desire and comfort in com- peting with others. Good under pressure.Embraces competitiv ...
Resilient.Takes a competitive posture toward failure, adversity, and negative circumstances. Critical Mass Component #2: Achie ...
Quick on one’s feet.Goes with the flow (not a slave to scripts) in regards to the whims of the client. Self-deprecating sense o ...
ognized that, although he was good in regards to teachability, and fair in regards to wit, he was average at best in terms of co ...
44 The Principles of Emotional Intelligence •Awareness of the critical mass attributes affects the success level of sales profes ...
stress of dealing with this particular individual. The sales managers ranked each account executive on a scale of one to ten wit ...
as difficult to manage as the person who ranked high in critical mass. In fact, we later discovered that a low critical mass rat ...
ability has held me back. I now realize that my desire to learn is just as important as my desire to earn.” Their comments convi ...
behavior as “independent,” which really meant, “I don’t like listening to other people,” or, “I’ve got my own way of doing thing ...
introspection over blaming others or external obstacles. This is the achieve- mentality aspect—placing responsibility for succes ...
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