- Loves to win/hates to lose. Demonstrates desire and comfort in com-
peting with others. - Good under pressure.Embraces competitive challenge provided by
stressful circumstances. - Self-confident.Likes to compete with self (not to be confused with
“paper lion” characteristics such as smugness, arrogance, or conceit,
which are usually signs of chocolate-covered insecurity).
40 SELLING WITH EMOTIONAL INTELLIGENCE
FIGURE 4.3Critical Mass Components
E=MC^2
Energy = Critical Mass x Speed (of Enlightenment)The Critical Mass Components- Competitive Drive
- Is resourceful (competes with circumstances)
•Loves to win / hates to lose (competes with others)- Deals well with pressure (competes with stress)
•Possesses self-confidence(competes with self) - Is resilient(competes with failure)
- Deals well with pressure (competes with stress)
- Is resourceful (competes with circumstances)
- Achievementality
- Does their homework (about their company/industry)
- Desires to earn
- Stays focused
- Is goal oriented
•Takes responsibility / makes excuses
- Teachability
- Desires to learn
- Desires to improve
•Teaches others - Learns from errors
- Has awareness of knowledge needed
- Wit
- Uses self-deprecating sense of humor
- Utilizes spontaneous wit (thinks on their feet)
- Diffuses tension
- Responds constructively to conflict
- Adjusts to difficult personalities