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

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The Principles of Emotional Intelligence


  • Understanding the physiology of anger can help us wait out the
    chemical storms that arouse irrational and irritated responses.
    •Taking responsibility for our anger leads to taking responsibility for
    our reactions.

  • Developing a “diffusion response” allows our body chemistry to reg-
    ulate and keeps us from embarrassing responses.


Lynn was driving down the road for a visit to a top account when her
cell phone rang. It was her manager, Victor, reminding her for the fourth
time that she needed to push harder with this account on a new product
offering. He told her if she got the account, it would give a good bump to
her numbers for the quarter.
Lynn listened as long as she could to his redundant, sermonic spiel,
and then her frustration came spewing forth, “*&^%$$# it, Vic, this is not


SIX SECONDS OF SABOTAGE


From Anger to Danger


“The verbal expression of animosity toward others calls
forth certain hormones from the pituitary, adrenal,
thyroid, and other glands, an excess of which can
cause disease in any part of the body.”
—DR. S. I. MCMILLEN

“Anger is never without a reason, but seldom a good one.”
—BENJAMIN FRANKLIN

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CHAPTER SEVEN
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