Selling With Emotional Intelligence : 5 Skills For Building Stronger Client Relationships
opportunity to become a better observer? When we face the prospect or client, we can witness the subtle indications of heightene ...
A relatively new term, microexpression,describes a facial expression typi- cally lasting a microsecond. Microexpressions are hig ...
response and control simultaneously. The full smile indicates both upper and lower teeth and in a professional setting is most l ...
Those skilled at reading nonverbal messages and responding appropriately are more popular, more emotionally stable, and more eff ...
154 The Principles of Emotional Intelligence •Your powers of persuasion are wasted if not matched by equal pow- ers of observati ...
doubt that his observational artistry had something to do with his preco- cious rise to the top. BECOME A BETTER OBSERVER To mas ...
When individuals of the Togetherness personality walk into the room, their receivers are tuned for feelingsand respect.Their mai ...
I have interviewed hundreds of clients from each personality group and scores of them on camera. After watching the tapes of tho ...
tions such as what qualities they were looking for in a sales professional and the types of people they liked and disliked worki ...
Listen also for the voice patterns of your clients. If you were to segre- gate people by personality, audiotape their conversati ...
To help you identify the Enterpriser personality, think of the looks you see at an amateur poker table when the players want to ...
The Analyzer Personality Here are some visual clues for identifying your Analyzer clients. Their demeanor is reserved, meticulo ...
The Motivator Personality Here are visual clues you will observe with the Motivator personality. Their demeanor is free-flowing ...
To be a great player in the game of sales, you must begin by learning to read others. Start with the eyes, which truly are the g ...
164 The Principles of Emotional Intelligence Success in communication hinges on our ability to “flex” to the style preferred by ...
by learning to view scenarios through the clients’ perspectives. Too often, sellers are perceived to have placed their own inter ...
and pay close attention when they talk. If you don’t pay close attention when individuals of the Togetherness style are talking, ...
“We walked into a store and asked for a specific type of mat- tress and what their best price would be. The salesman gave us a p ...
Sensitivity • Step by step •Teamwork • Long term The word weis particularly significant to the Togetherness personality. When ...
need, they will check their watch every 30 seconds and begin extrapolating the length of your presentation by the pace of your v ...
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