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

one with whom you work closely write his estimation of you under the “180°”
column. Then, take the average of the two scores.
Following are descriptions of the five competencies this book will cover
to help you excel in emotional intelligence. Each section of the book is
dedicated to the development of one of the five competencies (as it relates
to sales success). These five competencies are what you measured in your-

4 SELLING WITH EMOTIONAL INTELLIGENCE

FIGURE 1.2ARROW Profile

AR R O W

Ta ke your scores from the previous page and plot them on the corresponding lines/numbers, connecting all the dots.

Then draw the feathers of an arrow on the left of your line and the head of an arrow on the right of your line.

40

39

38

37

36

35

34

33

32

31

30

29

28

27

26

25

24

23

22

21

20

19

18

17

16

15

14

13

12

11

10

9

How far and how straight will your arrow fly?