personality DNA, we must first learn the signals that tip off the specific per-
sonality style.
Emotionally intelligent sales professionals quickly learn to work on their
challenges and common relational liabilities—a descriptor for emotionally
intelligent behavior.
We are what we are, but we can adjust. In Chapter 19, “Shifting Gears:
Four Critical Selling Adjustments,” I discuss the personality “gears” we can
shift into to help customers feel comfortable in our presence. Once you mas-
ter this art, the rest is simply about helping your clients get what they want.
SELLING WITH EQ
- Emotionally intelligent individuals are aware of their inherent weak-
nesses as well as strengths. - Through awareness and vigilance, emotionally intelligent individu-
als can keep their quirks of personality from mushrooming into
offenses. - Emotionally intelligent individuals improve their emotional appeal
by checking their impulses of temperament.
Understanding Your Personality DNA 33