The Power of Understanding People: The Key to Strengthening Relationships, Increasing Sales, and Enhancing Organizational Performance
Format: PDF / Kindle (mobi) / ePub
How to build lasting connections through meaningful communication
Developing successful relationships is critical to our success in both our personal and professional lives. The Power of Understanding People shows you how to establish and develop extremely effective relationships by providing you with techniques to better identify and understand the intrinsic needs of others. As a result, you will achieve better team dynamics, increased sales and client satisfaction, higher levels of employee engagement and performance, and even more satisfying marriages and friendships. This book provides the tools to understand others' unique communication style as well as your own. Get detailed advice on how to adjust to diverse communication styles, develop a unifying language for the organization, and better match motivational techniques to team members. Through storytelling and experiential exercises, author Dave Mitchell helps you gain insight into your own unique interaction style and teaches you how to communicate, motivate, sell, and service more successfully no matter the personality types involved.
Offers insight into the behavior cues and questions to ask to better understand someone's interactive preferences
Explains how to enhance your sales efforts by better targeting your brand message to the client's style so that your products/services resonate with them more
Examines strategies for creating a high performing work environment and achieve greater customer service excellence
Contains conflict resolution strategies, including how to effectively work out differences within a team, between work units, with customers, and even in your personal life
Armed with the ability to interpret the behavior of the people around you, you will achieve greater levels of success at work and at home while also learning how to better handle the difficult situations involving people in your life.
such radically different styles of people be so attracted to each other? Why do opposites attract? Well, let me tell you what we know about love in cognitive psychology: Nothing. There doesn’t seem to be any patterns that would lead us to conclude that compatibility is more attractive than complementary when it comes to the role of style in love. All I know is that many people report that it was love at ﬁrst sight (or very quickly) when they met their future spouse. One glance and “BOOYAH, I am
appeal of this franchise has to do with some crafty casting. I mean, when you watch the original television series, it’s hard to imagine the audience fell in love with the cheesy special effects, wooden acting, and fairly uninspired plot lines. I think the appeal of the series has a lot to do with the four main characters: Bones McCoy, Mr. Spock, Scotty, and Captain James T. Kirk. Those four characters reﬂect the four interactive styles: Romantic, Warrior, Expert, and Mastermind, respectively.
relationships. And working at the type level does allow for many important insights. So this book will explore interactive styles using type. If you want more nuances, call me to schedule a training session for your organization. (Okay, no more self-promotion. I promise.) The aforementioned great minds from philosophy and psychology have noticed that regardless of the individual and sociocultural-based schemas that inﬂuence our delusions, all humans seem to organize ideas in similar ways. This
until all the consumer concerns have been addressed. Oh, and remember to avoid the but reversal each time! The important learning points when it comes to selling to each style are these: • • • • • Use a consultative approach to selling. Establish rapport with your customer based on his or her interactive style preference. Once you have established the customer’s needs, frame the product’s value in a way that resonates with that person’s style. Use a model for handling objections that quickly
communicators; the words they say mean nothing. Well, not nothing, but the words actually convey very little of the true meaning. The real message is in their left eyebrow . . . or their tone, word choice, accompanying facial expressions, posture, pace, how hard they place a plate down on the table, and so on. Fellow Romantics understand this communication technique, but other styles . . . not so much. This can be a source of great frustration for Romantics. But when two Romantics communicate,