Jeremy Marchant talks to Dave Harries
12: What is emotional intelligence anyway?
0:00 Dave Harries’ introduction
1:30 What is EI? How does it apply to a networking event?
3:00 EI is five things: a Identification of one’s emotions
3:50 b managing your emotions
4:50 c motivating yourself
6:18 d recognising emotions in others
7:25 e handling relationships with others
8:55 1 Identifying our own emotions thoroughly
12:55 Dave’s example
13:56 Emotions in an event signify unfinished business; how to deal with unhelpful emotions at work
17:35 How this stuff applies to partners and spouses
18:10 2 Managing our emotions
22:30 3 Motivating oneself
22:55 Comfort zone
25:55 4 Recognising emotions in other people
29:10 5 Handling relationships
13: How come it’s not working?—II
This, and podcast 14, expands on podcast 3. In it, Jeremy Marchant discusses with Dave Harries some more ways in which networkers can get in their own way.
0:00 If you think an idea is not relevant, it probably is
1:24 Making it up as you going along
1:40 Not doing it often enough
3:06 Limiting beliefs
3:30 Attachment to a need to be right
7:35 Being inauthentic; a cover for the networker’s lack of belief in themselves and/or their business. Openness
13:38 Dave on authenticity
14:50 Is the self I am the most useful self I can be? We can change ourselves…
16:18 Story of Maggie, who made a huge change in her attitude to networking in just one event. Anticipatory shame.
14: How come it’s not working?—III
Jeremy Marchant and Dave Harries discuss further ways people get in their own way when networking
1:03 Scarcity model. Story of accountant. ‘Giving in order to get’. Quid pro quo. How to get out of this trap
8:40 Being dependent
10:45 Hubris: risk of thinking your service/product is so good you don’t need to promote it.
14:24 More on dependency
16:20 Comfort zone. Stretch zone.
15: Structure your story well
0:40 Structure for clarity and concision
1:26 Preparing and practising is essential
4:11 Two related stories: Alsatians
9:48 How did the structure of the story aid its reception? Analysis into five parts (This is illustrated here: http://www.emotionalintelligenceatwork.com/resources/structure-story-well/)
17:28 Point is to be remembered
17:46 Stories need to have various lengths
16: Some principles of networking
Jeremy Marchant and Dave Harries discuss some ‘rules’ of networking
0:58 ‘The meaning of a communication is what the recipient makes of it’
10:20 ‘There is no failure, only feedback’. Dealing with criticism
16:30 ‘Seek to understand the other person’
19:36 ‘All perception is projection’
17: Not selling
In this podcast Jeremy Marchant explains that ‘selling’ is about making the seller’s need to make the sale more important than the client’s need to to solve a problem they have. As such, it isn’t the most useful approach to take to acquiring clients.
0:33 Why should a networker care about (not) selling at a networking event. A useful definition of selling
1:50 Story: double glazing salesman
5:27 Get to know people before attempting to discover what they might need. Networking is about finding people who might know people who might be clients
7:50 Story: NHS training contract. ‘Talk. To. Jeremy. Marchant.’
15:26 What you want a referrer to say about your business should be as little as possible
℗ 2019 . © 2019 Jeremy Marchant . recorded 25 march 2019 . page updated 17 july 2019 . image Dave Harries
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