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People who hate salespeople think they are trying to convince them to do something they don’t want to do. How does this view differ from positive persuasion and influence? How do you overcome fear through self-awareness and emotional intelligence? On this episode, Dr. Debra Dupree shares on communication, emotional intelligence, and how to give prospects a sense of security when you talk to them.
What we see and hear activates the backs of our brains before it gets to the top of our brains where it makes sense. -Dr. Debra Dupree
Takeaways + Tactics
The more emotional intelligence you have, the higher and faster your career/business rises.
To be a more effective listener, remember the sounds of the BEACH: beliefs, expectations, assumptions/attitudes, concerns/challenges and hopes.
Before you take an action ask yourself how you want to feel on the other side of the decision.
If you don’t feel like you’re the expert be the student that shares.
Dr. Debra also shared on;
-The body language identifiers that tell you about a DISC profile
-Why raising your EQ increases your success
-How mantras help shift your brainwaves
-How to be powerfully persuasive and influential
-The connection between listening and silence
When it comes to positive persuasion and even overcoming your own fear, awareness is half the battle. Once you know your physiological and emotional signs of fear, you can use reflection to identify the source of the feeling, and realize it’s just a sensation. This takes emotional intelligence. Awareness also serves you well in tailoring your communication to a specific person. The key is listening, looking at body language and knowing if the prospect is focused on the what, who, how or why. Remember to listen for the sounds of the BEACH, and also explore their fears, values and needs.
Debra has for years been fascinated with makes people tick, at work and at home. She became a therapist, a mediator, a professor and doctor of psychology. She is now a public speaker and author. To reach out to Debra and get her coaching materials go to http://relationships-at-work.com/ or follow her on Twitter @RTMCoach.
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