| At a management seminar the other day, I was | | | | Listen actively |
| asked to define why EQ is important in a small | | | | Your clients want you to listen to them and hear |
| business context. I defined a high Emotional | | | | what it is they want to buy. As you practice your |
| Quotient as indicating ease in perceiving what | | | | listening skills, you will find yourself restating their |
| others feel: | | | | comments in different words, maintaining good |
| - Communicating effectively (two way). | | | | eye contact with them and smiling at them. Sales |
| - Listening actively (with attention). | | | | trainers often say that selling has three parts: |
| - Speaking a shared language (and words). | | | | selling yourself, selling your customer's need and |
| - Making strangers welcome (across cultures). | | | | selling the solution you have to offer - all three |
| As I listened to myself, I was shocked how | | | | parts require you to listen actively. As you listen |
| academic, superficial and false this sounds. A more | | | | to your client's opinions, be open to their feelings |
| practical approach is to note that communication | | | | and beliefs: this is what will drive or stop their |
| consists of thoughts, words and feelings and that | | | | urge to buy from you. |
| when you get the mix right, your clients will be | | | | Tell it as it is and with feeling |
| happier, making you more successful and more | | | | Should you have bad news to tell a client, never |
| profitable. So let me give you three examples of | | | | sugar-coat it: people recognise deception and |
| how you might use your emotions properly: | | | | usually think less of you. So avoid euphemisms |
| Believe in yourself | | | | that would confuse your client, speak directly and |
| Starting up your own business is never easy. Fear | | | | plainly, recognise how the bad news impacts |
| is perfectly natural but it can limit your | | | | them, and provide some options that might help |
| achievements. If you believe that you cannot | | | | your client to move forward. |
| present your services, then you will not. If you | | | | Question yourself |
| are afraid of risks, you will miss opportunities. | | | | In summary, if you want to be successful, you |
| However, if you recognise your fear, you can | | | | need to be aware of how you feel and how your |
| harness the energy and adrenaline to give you an | | | | clients feel as you communicate and work with |
| extra edge as you present yourself and your | | | | them. I suggest that each time you meet |
| services to your customers. As you feel the fear, | | | | someone who you feel is important, check that |
| you consciously cut through the excuses and just | | | | your EQ is good enough to do business with |
| do your business. | | | | them. |