Video: Build a Resilient Salesforce

Those who have mental and emotional Resilience face new challenges with optimism and quickly bounce forward are best equipped to find creative ways to deliver value to customers throughout the sales cycle.

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To increase your understanding of others, pay atte

To increase your understanding of others, pay attention. Recognizing and understanding others' emotions is mostly about watching and listening. Carefully pay attention to others. Watch for their body language and especially for facial expressions that convey what they are feeling and thinking. Listen not only to what they say but how they say it. What are the words they emphasize? Are they rigid or relaxed? Practice doing this for a whole day. Then do it for another day. Soon it will become a habit, and you will be skilled at recognizing others' emotions. #EQtip #EmotionalIntelligence

Amiable Style people like to stay connected, so vo

Amiable Style people like to stay connected, so voicemails can be an effective way of communicating with them. Clearly state your message and needs, but be conversational in your tone and speak at a moderate pace. If appropriate, mention something positive and sincere about working with the person or about his or her helpfulness related to the situation (e.g. "I really appreciate your help with this"). These individuals like to be helpful and they appreciate polite and friendly people, so you can motivate them to call you back and work productively with you by being personable and genuine. #SOCIALSTYLEtip #AmiableStyle

List your most important relationships, along with

List your most important relationships, along with actions you have taken lately that either build or weaken each relationship. Actions that weaken relationships take on more weight than actions that strengthen them (humans have a negativity bias that causes us to focus more intently on negative events than on positive events). Because of this, it takes at least three positive actions to counteract the effects of a negative action. Try to always outweigh the bad with many more good things. #EQtip #EmotionalIntelligence

Expressive Style people are fast-paced and can mak

Expressive Style people are fast-paced and can make decisions impulsively. They focus on the future, so if they believe that following a particular course of action will result in something exciting or personally beneficial, they may jump in without considering all pertinent information. You can help them by slowing them down and helping them think through various implications of the issue. Give them different points of view and facts associated with the decision process. Then, once they have made a decision support the process they went through and the quality of the decision. #SOCIALSTYLEtip #ExpressiveStyle

Sometimes we misinterpret events, needlessly causi

Sometimes we misinterpret events, needlessly causing ourselves to become emotionally charged. You can counteract this by mentally reframing your thoughts and beliefs. Whenever you experience a strong negative emotion, such as anger or anxiety, pause before allowing the emotion to control your behavior. Do some reality checking. By actively reappraising your thoughts and interpretations of events, you are forcing your brain's prefrontal cortex, the logical and reasoning part of the brain, to solve a problem. This inhibits the amygdala from releasing adrenaline and other stress hormones that result in strong emotions. It also results in a much more accurate understanding of external events. #EQtip #EmotionalIntelligence

Driving Style people like to use their time effici

Driving Style people like to use their time efficiently, so when leaving voicemail be brief and to the point. Provide only the key information that is necessary, and don't bother with specific details unless this is absolutely necessary. Tell the person what your goals are, what you would like the next steps to be, and any timeframes. If feasible, provide options and let the person make a decision. You don't need to be personable with these individuals, so don't be too concerned about politeness or leaving personal comments in addition to your main message. #SOCIALSTYLEtip #DrivingStyle