The Emotionally Intelligent Attorney
Are you an emotionally intelligent attorney? Emotional Intelligence (EQ) is often called the “other kind of smart.” EQ is the ability to relate to people and maintain positive relationships. It is more than simply being emotional or controlling your emotions; it is about understanding when emotions will be helpful and when not.
Emotions are nature’s way of communicating with us.
Take an attorney with a debilitating fear of asking for the business. This fear can play out as heightened nerves, sweaty palms, racing heartbeat and becoming tongue-tied. When this feeling of fear arises, it is impossible to be seen as a confident and self-assured attorney. It is impossible to remain in control and centered. Instead of moving through the fear and controlling the emotion, attorneys play it safe—they don’t ask for the business and consequently, let another sale slip through their fingers. 
Individuals with high levels of EQ manage their interactions with customers in a more efficient manner because they not only understand their emotions but those of their clients. Emotionally intelligent attorneys are self-aware, socially skilled, empathic, resilient, self-motivated, confident, intuitive, and read other people’s emotions very well.
Many attorneys only communicate at the superficial level of selling features and benefits with a one-size-fits-all approach. This creates an unstable foundation when attempting to connect, engage, inspire and build value.
Features and benefits selling are safe. No EQ necessary. Professionals who don’t enjoy feeling their emotions won’t touch their clients’ emotions with a 10-foot pole. But a smart attorney knows that people buy emotionally and they are willing to go there. Willing to feel the feelings and do it anyway. Emotion is a big part of what is driving a customer’s buying decision. Emotion trumps logic, every time!
Like it or not, that’s the way it is. It’s reality. Arguing with reality prevents attorneys from earning a great living.
Emotions drive sales!
Emotions are powerful, and they control our thinking, behavior, and actions – all the things that also control our motivation to buy. Many people know this and know what they need to do when they’re selling. Often in tough selling situations, attorneys let their unchecked emotions drive their behavior. They talk too much. They offer discounts and avoid negotiations. They oversell. They fear to ask for the business. They continue to meet with people who are unqualified.
An attorney with a fear of talking about money will cave in and offer a discount just to avoid the uncomfortable feelings of negotiations. The moment a prospect makes a comment like, “that seems expensive,” or “that is out of our budget,” the sales person who lacks EQ launches into the safe response with “okay, I can take off 20%,” or “what price did you have in mind.”
Emotion is the force that drives sales. When attorneys invest the time to master the dynamic of human interaction, known as emotion—their income skyrockets and they, seal more deals.
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Need a “911” Coaching Strategy Call? If you are struggling with closing business and keep running into the same business obstacles and issues, let’s chat.
This 911 attorney coaching call is not a free coaching call. That would be irresponsible of me to offer you, as change doesn’t happen overnight, and certainly can’t happen on one phone call. Purely a chance for us to get to know each other, see where you are in your business, and see if it makes sense to work together. I want to serve you deeply, and in order to do that, we need to have a frank conversation about your practice first.