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Emotional Intelligence for Sales Success by Jill Konrath, Colleen Stanley

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CHAPTER 5

Expectations

You Get What You Expect

HAVE YOU EVER BEEN a victim of chase mode? This is where the prospect is not returning your phone call after a first meeting or review of a proposal? Have you ever had a sales meeting with a prospect who isn’t engaging in the conversation, and you felt like you were talking to yourself? Have you ever showed up to a meeting, expecting the decision makers to be there, but the only people showing up were non–decision makers? How about clients who are constantly dissatisfied with your services because they aren’t doing what is needed in order to execute and hit deadlines?

Salespeople get upset with prospects and customers because of the above selling scenarios. There’s no need to get upset with your ...

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