Research has shown how people respond to words, and how they process what they hear.Shelle Charvet, a Canadian, has taken that research and shown how words impact those who listen to us.By understanding how people receive communications, we can can change the way we say things so that the receiver better understands what it is we are trying to communicate.
There are fourteen criteria broken up into two groups, Motivation Traits and Working Traits.They cover key issues for anyone communicating ideas, from salesmen to preachers, from office managers to parents at home.I am one of 3% of the population who prefers to receive written communication from which I make decisions.Telesales staff or a direct sales person trying to get a commitment our of me from their verbal conversation is a near waste of their time and mine.Had they read this book, they'd know what to do to improve their chances of making a sale to me.Preachers who preach a message once miss out on those who need to hear it several times before they will take action.
And the key that Shelle opens is that by asking some basic questions, people will actually tell us how they prefer to communicate, and under what conditions.So this book identifies the traits, then shows you which questions to ask to get the best outcome at each point.
It has another another use other than just communication.I found this material very helpful when conducting interviews for senior executive staff, because understanding how the applications would meet the needs of the position gave me a better chance of selecting someone whose motivation traits and working traits best matched the needs of the position.
This is one of the most helpful and practical books on working with people I've come across.Try it, I think you'll like it.
eBook Words That Change Minds