Tag Archives: rapport

Emotional Intelligence in Sales, Empathy and the Actor’s Magic “If”


Meryl Streep

“I’m curious about other people. That’s the essence of my acting. I’m interested in what it would be like to be you.” ~ Meryl Streep How did Meryl Streep play real people like Florence Foster Jenkins and Margaret Thatcher with such depth and authenticity? How did Daniel Day Lewis give the definitive portrayal of Abraham Lincoln? What does either have to do with emotional intelligence in sales?! While neither star had experience ruling a country, or singing opera, but they delivered authentic and award-winning performances requiring remarkable insight and empathy for their characters. One of the key qualities of emotional intelligence in sales is empathy, or the ability to identify with and understand what it’s like to walk in your customer’s shoes. Authentic empathy goes beyond simply recognizing what your customers emotional state is, to actually sharing in those feelings. Who has time for Empathy?! As a busy salesperson it Read More

Take me to your leader. Enlisting the help of gatekeepers to get in front of decision-makers


Take me to your leader. Enlisting the help of gatekeepers to get in front of decision-makers

The odds of reaching a decision-maker on your first attempt can be greater than hitting the winning lottery numbers. Chances are you will either 1) end up in voice mail, or 2) speak to someone who will politely inform you that the decision-maker is unavailable but will take a message for them – or put you directly into their voice mail.  If your knee jerk reaction is to opt for going directly to voice mail, slow down. You may be missing a prime opportunity to improve your odds of getting in front of them by rushing past the gatekeeper. Don’t shoot the Gatekeeper! Although it may seem like the gatekeeper’s primary job is to keep you out, they can be your ally. If­ you learn how to enlist their help. It’s important to recognize that the gatekeeper plays an important role in an organization by helping the executive focus on Read More

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