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

The Power of Curiosity / Overcoming the Narcissistic Urge 183

FIGURE 20.2The Empathy Rubic

Directions:Read each of the following statements and rank yourself on the continuum.

I inquire into the ideas, opinions, and feelings of others... 1 2345 Not much at all Quite often

When others are talking to me... 1 2345 My mind is racing ahead I’m trying to absorb their thoughts

When someone gets hurt or is suffering, I... 1 2345 Te ll them to get up or get over it Sympathize with them

When someone is expressing their feelings to me, I... 1 2345 Get easily annoyed Seek to understand

When it comes to body language, I... 1 2345 Get confused Can easily interpret

When I sense an agitated tone, I... 1 2345 Quickly move on Seek to understand the source of agitation

When responding to others, I... 1 2345 Address facts only Address facts and emotional undercurrent

When someone expresses a view I disagree with, I... 1 2345 Correct them Inquire further

When I encounter views I strongly disagree with, I... 1 2345 Confront and / or disassociate myself Try to disagree agreeably

When someone is angry or condescending with me, I... 1 2345 Fight fire with fire Seek to know source of frustration

Add your total score Place yourself on the Empathy Continuum 10 20 30 40 50 Uninterested Empathetic