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

These rules are fairly evident in the world of sales. Some people con-
tinue to make the same mistakes over and over and grow pessimistic and
cynical because of a lack of results, yet fail to ask, “What is it about methat

110 SELLING WITH EMOTIONAL INTELLIGENCE

FIGURE 13.1Sources of Discouragement

There are three sources from which discouragement develops in our minds. They are:

1.Failure.Where I am responsible for my situation

2.Disappointment.Where others have caused adverse circumstances

3.Adversity.Where circumstances have formed an obstacle

Rank yourself on these three areas and add up the total.

FAILURE

12 3 4 5

Beat myself up Learn from it

Give up easily Move on

DISAPPOINTMENT

12 3 4 5

Harbor bitterness Understand human weakness

Fantasize about revenge Forgive others

ADVERSITY

12 3 4 5

Feel like I have bad luck Feel gratitude for what I have

Something always goes wrong Look for growth opportunity

Total:

3 – 6 Low Resilience

7 – 11 Up and Down

12 – 15 High Resilience