|'You win more with honey than vinegar'|
and oxytocin than cortisol it seems !
Behaviours that increase cortisol levels reduce what Richard Glaser calls “Conversational Intelligence” or “C-IQ,” or a person’s ability to connect and think innovatively, empathetically, creatively and strategically with others. Behaviours that spark oxytocin, by contrast, raise C-IQ.
As sales professionals I guess we need to be specialists in raising C-IQ.
|Source :Creating WE Institute Qualtrics HBR.ORG May 2014|