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

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Scenario Three: High AManager and High MSales Professional

Scenario Four: High TClient and High ESales Professional

Scenario Five: High MSales Professional and High AClient

226 SELLING WITH EMOTIONAL INTELLIGENCE


Analyzer Compromises
•Try to be more personal in
approach.


  • Understand that processes are
    most successful when people
    are enthused.

  • Allow time for a little
    socializing.
    •Ask for creative input.


Motivator Compromises


  • Get help to organize your
    ideas before presenting.

  • Prepare a plan for follow-
    through.

  • Understand the Analyzer’s
    need for detail to be
    comfortable.

  • Stay focused (take notes)
    when the Analyzer is giving
    input.


Togetherness Compromises


  • Understand the Enterpriser’s
    need for action and results.

  • Keep a sense of humor
    regarding candor.
    (Enterprisers can take
    some ribbing.)
    •Ask for the Enterpriser’s
    input, and give a time frame
    for a decision.


Enterpriser Compromises


  • Be mindful of high T
    sensitivity before responding.
    •Talk through both options
    and consequences with the
    Togetherness personality.
    •Temper an opinionated tone.


Motivator Compromises


  • Don’t express ideas to the
    Analyzer that are not well
    thought out.

  • Slow down your presentation
    and make a short outline.

  • Regard pessimism as helpful
    troubleshooting rather than
    shooting down.

  • Ask the question, “What will
    we need to do to make this
    work?” Take notes.


Analyzer Compromises


  • Ask the Motivator where you
    can get the details you desire.
    Don’t expect to get the details
    from the high M.

  • Be prepared to hear big
    picture concepts.

  • Be willing to play around with
    ideas.

  • Make sure your expression is
    not communicating negativity
    or tension.

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