We talk a lot about building trust between providers and clients. We encourage refocusing from the objective or outcome to the process itself, which tends to create longer lasting, mutually respectful relationships. In order to accomplish this we have to explore different models of behaviour and approach than the old “push” model of direct, pressure oriented selling.
A newer model of assessing potential for developing better business relationships is emotional intelligence / emotional quotient (EQ). It provides a means of understanding and assessing people’s behaviours, attitudes, management and leadership styles. Fundamentally, EQ encompasses two facets of intelligence:
(1) Understanding yourself, your behaviours, intentions, goals and responses
(2) Understanding others and their feelings
EQ can be represented in four segments as illustrated in the diagram below.
Investing in development of your EQ can lead to far more productive work and personal relationships. Raising your EQ levels can make a huge contribution towards reducing stress for individuals, teams and organizations. It can help to decrease conflict, improve empathy and understanding and make a significant contribution to your ability to create and sustain greater trust in your B2B and B2C communications.
How will you be regarded in your team when you start talking about all this “soft, feely” stuff? The world is moving strongly in this direction. We only have to look for a moment at the whole Web 2.0 phenomenon where customers require and demand greater transparency from companies and have an ever-growing platform to voice their thoughts and concerns in a shared, open setting. How developed are your skills to allow you to engage fully in this changed era of fuller involvement and accountability? You can check out the following two resources to help you on your way to a healthier EQ
Test yourself psych tests http://ow.ly/8Wrum
The Trusted Seller by Mark Bishop (eBook) http://ow.ly/8WrGp
The Sales Controversy
@salescontrovrsy
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