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

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enjoy admitting they are wrong. Such an admission is challenging both to
the emotions and intellect. A hallmark of emotionally intelligent individu-
als, however, is their ability to admit the slightest degrees of culpability in a
problem as a means of starting a daisy chain of admission. I have witnessed
this phenomenon again and again.
Typically, when there is a problem, people become defensive and men-
tally rehearse their rebuttals, which inevitably lead to arguments, disagree-
ments, and anger. This chain of hostility is easily broken when an emotionally
intelligent leader says, “Well, I know I have some responsibility here in that I


How to Prevent and Contain Negative Outbursts 81

FIGURE 9.1Chill Chart



  1. When I am at my angriest, I cool down by...
    Taking a long walk
    Exercising (type of exercise__)
    Writing down my thoughts and feelings
    Talking to a friend
    _ Engaging in a hobby (type of hobby___)
    Listening to music
    Other (__)

  2. When my anger is peaking, it typically takes me ____
    (minutes/hours/days/weeks/other) to cool off (anger/danger ratio).

  3. The first physical signs that alert me to an adrenal overflow are:




  4. The individuals whose actions provoke this adrenal rush in my system are:




  5. Thought(s) I can focus on to keep my system calm when encountering these individuals
    is (are) (write thought(s) that help you to better understand their behavior):








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