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

• Express frustration and feelings to people other than the offending
  party
  •Give in or feign agreement to avoid losing approval

Recognizing the signs of escalating conflict or frustration with the To-
getherness personality is important. They are often subtle in their methods
of disagreement, and as a result, they are either overlooked, or attempts
are made to superficially placate them. Conflict is building when the high
T personality begins to clam up and/or flush, displays a lost or bewildered
look, or responds in a defensive manner.

In conflict scenarios with Togetherness individuals, we should:

• Inquire about their thoughts and feelings in the situation


• Demonstrate concern and respect with good listening skills


• Outline the necessary steps in resolving the conflict

Common Conflict Responses: The Enterpriser Personality

In conflict situations, Enterprisers are likely to:

•Take a direct, aggressive approach

• Rapidly escalate the level of confrontation


• Create win/lose outcomes if there is a lack of cooperation (be
  competitive)
  •Attempt to clear the air at one sitting


• Solve problems with more regard for closure than feelings
  •Listen to creative input to solve problems

Because of their propensity for candor, Enterprisers will wrestle conflict
head on. Some people appreciate their straightforwardness, and others find
it offensive. Enterprisers often operate with a what-you-see-is-what-you-get
mentality and abhor any pretense—especially in a conflict scenario. This
personality style is not afraid of hurting people’s feelings if they feel the res-
olution is right and are often heard saying, “They’ll get over it!” in regard to
emotional responses. Because of their intense desire for closure, however,
Enterprisers will listen to creative input that solves the issue and will quickly
move to resolve issues rather than stew and harbor resentment.

In conflict scenarios with Enterprises, we should:

•Avoid arguments. Listen to their complaints and ideas for resolution

•Ask for best ways to solve the conflict

228 SELLING WITH EMOTIONAL INTELLIGENCE