By Mitch Anthony, Gary DeMoss
One of the simplest ways to draw consumers in today’s market is for monetary advisors to hook up with consumers on a private point. In Making the customer Connection, Mitch Anthony and Gary DeMoss aid monetary advisors use interpersonal and relational abilities to spot and meet consumers’ must bring up their ebook of industrial. Anthony and DeMoss show the best way to: • get to the bottom of the conflicts and circulate from contract to motion. • stay away from the most typical errors advisors make. • Be an emotionally clever consultant. • learn one's consumers ahead of attempting to lead them. In Making the customer Connection, Anthony and DeMoss illustrate the substantially altered dynamic within the monetary companies and the extent of belief that needs to be outfitted among monetary companies pros and their consumers. additionally they spotlight study findings from communications specialists in contemporary reports from Yale, the college of Pennsylvania, and others approximately making emotional and relational connections and the significance of such connections for achievement within the sleek place of work.
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Additional info for Making the Client Connection: Maximizing the Power of Your Personality, Presentations, and Presence
Example text
Following is such an agenda for each personality. THE TOGETHERNESS PERSONALITY Strengths: • • • • • • Strives for cooperation and consensus Keeps everyone involved Peacemaker Kind and caring Supportive and encouraging Amiable/tactful Challenges: • • • • • Wants to please everyone Has difficulty making decisions Has trouble standing up for feelings Easily offended Can be overly passive CHAPTER 5 | Understanding Personality DNA 55 Self-improvements: • • • • • Make feelings clear Ask for clear directions Stop apologizing for opinions/ideas Take events in stride Focus on handling criticism with more emotional detachment Strengths The Togetherness personality has a feeling-oriented mode of relating.
Our research with clients has shown that each personality style has a specific lexicon of language that they are comfortable with in a selling situation. Learning to adjust your presentation intuitively to the communicative comfort zone of your clients is a social skill that can and will pay rich dividends. WORKING SMARTER The good news about emotional intelligence is that it does not necessarily remain static. If we are willing to increase our personal awareness and address our areas of emotional weakness, we can become smarter in terms of EQ.
36). Daniel Goleman describes the loss of emotional control as the amygdala hijack. The amygdala is the anger center of the brain. When anger builds, it momentarily hijacks our rational function. The things we say and do in this hijacking period are the words and actions that cause us the most trouble—and regret. The person who has a highly developed sense of recognition and restraint understands: • The importance of being aware of the specific types of circumstances, personalities, and events that make them vulnerable to a loss of control • The impact of unchecked emotion on their behavior and, ultimately, on their relationships with others Individuals lacking in this particular competency are more prone to defending the words and actions that spill out in an amygdala overload.