and view me only as a stepping-stone. They do not realize that, come deci-
sion time, the boss is going to give a lot of weight to my opinion of both
product and representative. When they take that approach, it makes me
feel like they don’t appreciate my role in the organization.”
Negotiations (settling on a solution and on a price). “This is the point
where we see some of people’s worst colors surface. You can pick it up in
their tone and negotiating style. Some are controlling egomaniacs, some
are whiny, some are overly rigid, some are overly sensitive, while some are
promising much more than they can deliver (lying). Ideally, negotiating
can be like a tennis match where you battle it out but enjoy the other
player’s competitiveness and game in the process.”
Moving to q2
In the q2 approach (see Figure 21.3) to discovery, sufficient weight is
given to the quantitative but is preceded in importance by the qualitative
190 SELLING WITH EMOTIONAL INTELLIGENCE
FIGURE 21.2q1 Inquiry (quantitative)