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

another booth. The big fellow started coming toward Norris again. “Here it comes,” Norris thought, “a local tough guy out to mak ...

The Principles of Emotional Intelligence Once we express a negative emotion, it takes on a life of its own, over which we have ...

his territory and gave away some of his best accounts. By now, this situation was eating away at him like an emotional cancer. H ...

Not knowing how to diffuse the negative emotions led to a volcanic eruption in the e-mail he sent. Leading up to that point, he ...

Fail to grasp the importance of a particular task Say or do things that hurt good client relationships Fail to give you proper ...

When these annoyances are repeated, we are most tempted to blow up, air it out, or get it off our chest—or any other pseudonym w ...

tial words or actions. Typically, this contemplation will be enough to deter negative expression. Some individuals—and we all kn ...

The Viral Spiral of Emotion 77 FIGURE 8.2The Viral Spiral—Thinking It Through Directions:Think of an emotion that often/frequent ...

78 The Principles of Emotional Intelligence •Distraction and diffusion are keys to containing negative emotions. Learning to ta ...

ter state, I come back to sort things out.’ After I heard this, I started mimicking his response... and you know, it works!” —Ja ...

cian in fooling his audience, so it is your chief tool in fooling your emotional brain back into a state of calm. We all should ...

enjoy admitting they are wrong. Such an admission is challenging both to the emotions and intellect. A hallmark of emotionally i ...

should have.. .” This gesture then gives permission to others to do the same. Will everyone be a willing participant in this pro ...

The Principles of Emotional Intelligence The first step toward avoiding stressed-out reactions is predicting the environments t ...

evaluation of the environment, and the reaction of emotional and physio- logical arousal. All a person has to do to become stres ...

This is the sort of stressed-out, anxiety-driven thought process we can go into all on account of a funny look from the boss who ...

Expect stress Focus on our strengths Focus on the stress—not the symptoms Focus on what is controllable These ground rules are ...

a desire for personal fulfillment. Babyak’s study showed that the pushy types were 60 percent more likely to die of all causes a ...

SELLING WITH EQ Predict the sales scenarios that trigger stress, and prepare plans for managing those scenarios. Focus your ene ...

The Principles of Emotional Intelligence •To get on top of stress, we must first carefully identify the common and recurring sou ...