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

need to give these people a reason to like me. I go out of my way

to treat them with friendliness and respect and have always received

great service and, I suspect at times, preferential treatment. It’s not

rocket science, but a lot of people fail to practice it.”—Marian L.,

Sales and Marketing Training Director

The emotional parallel to your ability is your likability. In nurturing
and developing your own likability, remember to follow these principles of
selling with emotional intelligence.

•Pay attention to the little stuff. Little courtesies, small gestures of re-

spect, paying attention, and words and tokens of gratitude go a long

way toward likeability.

• Be aware of the balance at all times in the emotional bank accounts
  of the people you work with every day, as well as for your customers
  and clients. Consider the emotional impact of your words before you
  speak and the emotional impact of your actions before you act.
  •Study people that you find to be likable and emulate the behaviors
  you observe. You will find that likable people possess the ability to
  make you feel good about yourself, to help you relax in their pres-
  ence, and to pass on to you their enthusiasm about life.

SELLING WITH EQ

• Strive to keep a positive balance in every emotional bank account.
  •Take no one for granted.


• Practice little courtesies in a big way.
  •Try to give clients a reason to like you.

The “Likability” Quotient 211