- Healing Sales S.O.R.E.s: Stalls, Objections, Resistance, Excuses
- Attracting and Retaining Top Sales Talent
- Employee Retention Through Customer Service
- Motivational Management: Increasing Productivity at No Cost
- HEADcoaching: Mental Training for Peak Performance
- How To Get and Keep Profitable Customers and Productive Employees 4 Life
- Succeeding In Business with ESP
Richard F. Gerson, Ph.D.,CPT, CMC: We all know what ESP stands for: Extra Sensory Perception. It is the ability to read minds or even predict the future. Yet, most of us do not possess anything close to that type of ability.
So, we created another meaning for ESP, one that will help you succeed in whatever business you are in, help your employees elevate their performances, and make customers love you. ESP, as we define it, refers to three types of intelligences: Emotional, Social and Practical.
You’ve probably heard more about Emotional Intelligence (EI or EQ) than either of the other two.
Emotional Intelligence, in a nutshell, is your ability to be aware of and manage your own emotions as well as the emotions of others; manage your relationships with other people; and show empathy towards other people. People high in emotional intelligence tend to be more successful in business, make better leaders and managers, and accomplish more than those who are simply IQ smart. Being IQ smart helps to some degree, but it does not explain how people who are geniuses tend to fail, nor does it explain how people who drop out of school at a young age become wildly successful at whatever they do. The difference in results is due to emotional intelligence.
Closely related to EI is Social Intelligence. Social Intelligence refers to your ability to get along well with people, to communicate effectively with them, and to function as part of a team, class or group. Social intelligence is closely linked to the EI skill of relationship management and the ability to exhibit what some researchers call interpersonal intelligence. Because most of our interactions with people occur in a social setting, and because we all impact society with our behaviors and the results and consequences we produce, social intelligence now takes on more importance than ever before. It also helps us make it through our daily lives.
Practical Intelligence is the ability to find the best fit between yourself and the environment. What that means is simply that you figure out how you will perform, achieve and survive. You develop your own way of “turning theory into practice” so that you are capable of handling any situation in any environment. You know that you know certain things even if you can’t explain those things or how you know them to other people. Plus, practical intelligence allows you to filter or weed out things that are unimportant to you, so you pay more attention to those things that have more meaning for you.
First, realize that you should never separate the three ESP types of intelligence. Each one depends on, supports, and is interdependent with, the others. Having a strength in one or two of them at the expense of the third can hurt you in both your business and personal life. So, you must work to develop your capabilities in all three areas.
People with high levels of ESP become great networkers and leaders. Networking- meeting people and establishing relationships- is critical to success in business today. More business is conducted because people know, like and feel comfortable with someone than for any other reason. This is ESP at its finest. Also, top leaders know that to get their followers to perform at a high level, they can’t beat performance into them. They have to help the people get committed and engaged with each and every project. Leaders have to use their ESP to “read their team members’ minds” so that they are all on the same page.
Another instance in which ESP helps you win in business is when you have to negotiate with someone for something. Instead of negotiating assuming someone has to lose in order for you to win, you can negotiate with ESP, strength and compassion. You will end up with a better than win-win situation and everyone will be happy with the results.
Finally, you can use ESP to help all your employees become top performers. ESP helps you listen well and communicate effectively. It helps you better understand where your people are coming from and where they want to go. This type of ESP makes you appear very smart to them because you pay attention to them, appreciate them and recognize their contributions. When you do this and show this type of positive behavior towards your people, they actually believe you are reading their minds because you seem to know exactly what turns them on.
To be a great manager or leader in business today, you must know your business. You must also know how to get the most out of yourself and your people. The way to do that is with ESP: Emotional, Social and Practical Intelligences.
Richard Gerson, Ph.D., CMC, specializing in the psychobehavioral aspects of individual and organizational performance improvement.
He is the author of 22 books
Richard F. Gerson: Customer relationship management, brand loyalty marketing and sales performance improvement. Richard works with clients to develop marketing and service programs that increase sales and customer loyalty (retention and repurchase rates) by focusing on “the softer side of CRM”.
Books by Richard F. Gerson, Ph.D., CPT, CMC
- Winning The Inner Game Of Selling
- Marketing Strategies for Small Businesses
- Beyond Customer Service
- Measuring Customer Satisfaction
- Writing & Implementing a Marketing Plan