Selling With Emotional Intelligence : 5 Skills For Building Stronger Client Relationships
ritory in Peoria. He applied himself on the learning curve and hit the ground running. Mark made a good living his first couple ...
There was no synchronicity between his management of time and ter- ritory. The process was random, hinging on which fire needed ...
52 SELLING WITH EMOTIONAL INTELLIGENCE FIGURE 5.2The Critical Mass Interview Component 1: Competitive Drive Question:Describe yo ...
APPLYING E=MC^2 An entire book could and may one day be written about how these crit- ical mass factors relate to sales success. ...
54 The Principles of Emotional Intelligence Recognition of the brain’s emotional circuitry can help us control negative emotion ...
At this, Lester snapped, “This is getting ridiculous! How many stories do I have to hear about this damn check!” As he was venti ...
the neocortex. The result? We act before we think. When we react to the impulsive emotion in the amygdala, we spring into action ...
ment of what is happening now with something that happened long ago, calls it a match, and frantically demands that we react now ...
being aware of what is happening in your emotional circuitry, and the sec- ond key is waiting long enough for the border patrol ...
management system for controlling our worst negative impulses. I’ve met many people who, excelling in the skill of restraint, us ...
60 SELLING WITH EMOTIONAL INTELLIGENCE FIGURE 6.1ARROW Restraint—The Self-Control Rubric Directions:Read each statement and circ ...
Hotheads and Seeing Red 61 When I feel an impulse to buy, I... 1 2345 Buy it now Give myself time to think it through When I get ...
62 The Principles of Emotional Intelligence Understanding the physiology of anger can help us wait out the chemical storms that ...
the type of account you push on. Go sell it yourself if you’re so good at it. And cut the crap about being concerned about my nu ...
Be aware of the physical signs indicating we are vulnerable to anger at the moment. Be aware of responses that have worked in t ...
My ears flush •I experience dizziness, disorientation •I sense certain muscles tensing up •My breathing becomes difficult My ey ...
brain’s chemical system is in a readiness state. You are now in a perfectly vulnerable spot for an emotional hijacking. This sec ...
“response-able.” Great freedom comes when we are willing to own our own thoughts, feelings, words, and emotions. We become free ...
system. Or, in other words, what they say will either cool the chemical effect or cause the pot to boil over. THE VENTING MYTH “ ...
to undo some of the words we’ve spoken, almost all would probably choose to undo words spoken in anger. I once read a news story ...
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