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Managing Telling Tension
By Conrad Elnes, Chairman, STI International

Your ability to manage Telling Tension can have a more positive impact on your career than any other single skill. Telling Tension is the compelling desire to talk. (Memorize this definition.) It occurs whenever someone feels strong emotions; the stronger the emotion, the more compelling the desire to express it.

Your ability to manage Telling Tension can have a more positive impact on your career than any other single skill. Telling Tension is the compelling desire to talk. (Memorize this definition.) It occurs whenever someone feels strong emotions; the stronger the emotion, the more compelling the desire to express it. This need to talk is like walking with a sharp rock in your shoe. It's hard to think of anything else until you get rid of it!

When either you or a customer feels a high degree of Telling Tension, a condition called LO/LO sets in; LO/LO stands for Lock On/Lock Out1. Since the human mind cannot think two thoughts simultaneously, it "Locks On" to its own thought and "Locks Out" other ideas. In highly emotional situations, the


Conrad Elnes, the charmain of STI International is a recognized leader in the design and presentation of customized training programs for salespeople, consultants and customer service staff. STI can be reached at 800.784.1555

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