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

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The Principles of Emotional Intelligence

•Your interest level in others is the emotional foundation for rela-
tional success.


  • Many sales approaches pay only lip service to inquiry and conse-
    quently raise the defenses of the client.
    •Listening skills must be mastered through a disciplined approach to-
    ward conversations.


Two men, one of whom was a zoologist, were walking down a
crowded urban sidewalk. In midstride, the zoologist remarked,
“Listen to the lovely sound of that cricket!”
His companion, amazed that he could distinguish the sound
of a cricket amidst the clattering and honking of traffic, asked, “How
in the world can you hear a cricket amongst this cacophony of
noises?”
The zoologist, rather than answering, took a coin from his
pocket and let it fall to the sidewalk. Twenty people stopped in
their tracks and looked around for the money. “We hear,” the zo-
ologist said, “what we are looking for.”

THE POWER OF CURIOSITY


Overcoming the Narcissistic Urge


“The first step toward improving empathy is
learning to suspend the narcissistic urge.”
—MITCH ANTHONY

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CHAPTER TWENTY
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