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

(sharon) #1

The Principles of Emotional Intelligence



  • Resilience is a matter of both nature and nurture.

  • Some other form of fear underlies the fear of rejection.

  • Emotionally intelligent individuals can separate themselves from
    the no.

  • Self-consciousness will limit your sales success.


THE RESILIENT PERSPECTIVE


A young boy went out into his yard to play baseball, all alone.
This young fellow had big dreams. This week, he would try out for
a position on the local Little League squad.
He picked up the bat and a ball and prepared himself. He an-
nounced, “Ladies and gentlemen, coming to bat is the greatest base-
ball player in the world.”
He tossed the ball into the air, took a swing and missed.
“Strike one on the greatest baseball player in the world!”


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RISKING REJECTION


Getting Past No


“Every problem introduces you to yourself. It shows
how you think and what you’re made of.”
—GEORGE MATTHEW ADAMS

16


CHAPTER SIXTEEN
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