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

If you respond to arrogant statements based on the speaker’s needs rather than on their arrogant tones, you stand a much better ...

Winning the Emotional Tugs-of-War / The Power of Positive Intent 131 FIGURE 15.1Changing a Negative Climate Negative Climate Pre ...

Being upset with this news, he called the decision maker to see if he had a real chance at landing the account. This individual ...

Sales professionals who have the emotional strength and social agility to navigate through such difficulties have much greater r ...

SELLING WITH EQ Settle on the kind of emotional force you want to be. Decide how you want others to feel after they have been i ...

The Principles of Emotional Intelligence Resilience is a matter of both nature and nurture. Some other form of fear underlies t ...

He tossed the ball into the air a second time, took a mighty swing and missed again. “Strike two on the greatest baseball player ...

This fear can result from having unrealistic definitions of success or having a “beat yourself up” personality. Fear of success ...

The business owner looked down at Jimmy’s business card and spouted, “I’ll tell you what you can do, why don’t you and your comp ...

have never known this had I not asked.” —Paul F., Communication Systems Consultant While every good sales professional knows why ...

watch gave. Why do you suppose your watch is worth so much more money?” The prospect explained the fine workmanship that the Rol ...

ing the no in the rejection bin, consider that some rebuffs are indicative of the struggle to change and invite persistence unti ...

is made of Teflon when it comes to being rejected. I’m going to have to get out before I drive myself crazy.” You can learn many ...

“There is no way to totally detach yourself emotionally from the selling process. You will feel elated and disappointed. But you ...

bite?’ the true fisherman replies, ‘HOLD IT! I think I felt something.’ If the line goes slack, he says, ‘He’ll be back!’ When i ...

The Principles of Emotional Intelligence Facial and body language are more reliable forms of communication than the words peopl ...

phone modem. Not only do women get a clearer signal, they get it quicker. This would explain why the following scenario happens. ...

“Most of our body language is beyond our control.... Few peo- ple are aware of all their physical reactions to the world around ...

For instance, I have heard it taught that every time clients move forward in their chairs, it means they want you to close the d ...

FACING YOUR CLIENT Bill Acheson is a Professor of Communications at the University of Pitts- burgh and a highly popular speaker ...