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

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Analyzers also tend to be critical and judgmental. They see the world in
black-and-white and have little patience with those who meddle in gray areas.
Two words you never want to say to an Analyzer are, “Hurry up.” Neither
do you want to imply it. They immediately begin to suffer a condition
known as paralysis by analysis. Stress hormones freeze out their cognitive
abilities when their time frames shrink. They don’t believe you can do
something well and do it fast.
Analyzers also tend to be rigid in their approach. It’s difficult for them
to change their way of thinking. They work vigorously to defend their pres-
ent point of view and take a defensive tone when you try to bring change.
Analyzers can also be so consumed with facts, details, and processes that
they neglect being personable. As a result, relationships begin to suffer.
Following is a list of common Analyzer relational liabilities.



  • Resistant to change/Slow to change view

  • Pessimistic views

  • Defensive


Understanding Your Personality DNA 29

FIGURE 3.3Analyzer Traits


Strengths:


  • Accurate

  • Seeks proof and validation

  • Plans projects in a step-by-step manner
    •Focuses on facts

  • Quality-conscious

  • Sets high standards for self/others


Challenges:
•Tends toward pessimism


  • Can be critical/Judgmental

  • Has difficulty with spontaneity

  • Rigid

  • Suffers from paralysis by analysis

  • Can be impersonal


Self-Improvements


  • Open up to new ideas and ways of doing things

  • Accept people for who they are

  • Display more warmth and affection

  • Restrain judgment
    •Work on stress management

  • Streamline communications

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