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