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

L

Leading role, 17
Ledoux, Joseph, 55–56
Likability, 8, 202–11
developing, 210–11
emotional bank accounts, 203–4,
205
emotional time bombs, 207–10
good manners, 204, 206–7
Lincoln, Abraham, 221, 238
Listening skills, 180, 238
Living Your Best Life: Discover Your Life’s
Blueprint for Success(Fortgang),
79

M

McKay, David O., 200
McMillen, S. I., 62
Marcus Aurelius Antoninus, 242
Microexpression, 151
Mikez, Steve, 201
Minding the Body, Mending the Mind
(Borysenko), 90
Motivation, 116–25
extrinsic (materialistic)
motivators, 7, 116–18
intrinsic motivators, 7, 119–25
Motivator personality, 16, 30–32, 156,
162–63
areas of improvement, 31, 32
challenges, 31–32
conflict and, 222, 226, 229–30
critical selling adjustments,
173–75
negotiation and, 235
resiliency and, 142
strengths, 30–31
Multitasking, 26
Murray, H., 188
MVP Model, 11

N

Narcissism, 8
overcoming. SeeCuriosity
Neale, Margaret, 231, 239
Negative behavior, 129–30
Negotiating Rationally(Bazerman and
Neale), 239

Negotiation, 190, 231–41

awareness and, 232–33

emotional trickery and, 233–34

emotional wisdom and, 240–41

empathy and, 238–39

foundations for effective, 232

respect and, 239–40

style, 234–37

Nonverbal signals, 145–53

Norris, Chuck, 69–70

O

Observation, 154–63

Optimism, 7, 30, 97–106

attitude and, 100, 103–4

expectations, 101–3

mental barriers to, 104

reacting to discouragement with,

98, 109–11

self-saboteurs, 104–6

P

Paine, Thomas, 126

Pavlov’s Trout(Quinnet), 143

Peale, Norman Vincent, 99

Peale, Ruth, 99

Pearsall, Duane, 133

People pleasers, 137

People rules, xi

Personal awareness, 5

Personality, 22–33

see alsoPersonality profile; specific

personality type

analyzer type, 28–30

centenarian, 91, 94

core, 11

enterpriser type, 25–28

fear or rejection and, 136

motivator type, 30–32

reading and adjusting, 32–33

recognizing style of, 155–63

stress and, 86–87

togetherness type, 23–25

Personality profile

awareness graph, 15

axis, 13, 16

discovering, 13–15

leading role, 17

Index 259