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

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.