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 gateway to the soul.
Core personality shines through the eyes. An individual’s core personality
also manifests itself in posture, facial expression, and tone and pace of
speech. You will find it intriguing to become a keen observer of these man-
nerisms. You will be both informed and entertained by the predictable sig-
nals that have been opened up to your awareness. Once your emotional
radar has picked up on “who they are,” you’re better prepared to deliver a
laser-specific presentation. The next chapter will show you how.
SELLING WITH EQ
- Fine-tune your skills of observation to be on target with the core per-
sonality of each client. - Remember that body language signals are automatic and present
themselves in conversation and through the discovery process. - Pay attention to the tone of voice and word choices of clients. They
are telltale signals on how they want to be approached.
Developing Emotional Radar / The Powers of Observation 163
FIGURE 18.5Conversational Clues: The Motivator Personality
Voice Pitch: Has a full range