The Power of Understanding People
The Key to Strengthening Relationships, Increasing Sales, and Enhancing Organizational Performance
(Sprache: Englisch)
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...
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Klappentext zu „The Power of Understanding People “
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.
Inhaltsverzeichnis zu „The Power of Understanding People “
Preface vii Introduction We Are All Delusional! 1 Sociocultural Schemas 3 Interactive Styles 4 Hollywood Style! 10 A Disclaimer 11 The Assessment 12 Chapter 1 Understanding Romantics and Warriors: It's Feelings versus Logic for These Styles 17 Romantics 27 Warriors 28 Chapter 2 Understanding Experts and Masterminds: Tried and True Contrasted with Possibilities 33 Experts 46 Masterminds 48 Chapter 3 The 12 Interactive Combinations-- Hollywood Style! 51 The Best Friend 51 The Love Interest 56 The Crusader 61 The Hired Gun 66 The Sage 71 The Power Broker 76 The Voice of Reason 80 The Specialist 85 The Detective 90 The Eccentric 97 The Social Reformer 104 The Adventurer 109 Chapter 4 Recognizing Each Style: The Behavioral Cues That Might Indicate Another Person's Style 115 How Do I Recognize Romantics and Warriors? 118 How Do I Recognize Experts and Masterminds 121 Chapter 5 Leading Each Style: Creating a High- Performing Culture by Understanding Interactive Style 127 Coaching and Counseling by Style 132 Progressive Counseling 134 Things to Consider When Counseling Each Style 137 Chapter 6 Selling to Each Style: You Can Expand Your Market Share by Adjusting to Your Consumer's Interactive Style 141 Establish Rapport 145 Framing Tips 150 Common Objections 159 Handling Objection Model 162 Chapter 7 Providing Customer Service to Each Style: The Key to High Customer Satisfaction Results Is Adjusting to the Customer's Style 171 Behavior Breeds Behavior 172 You Can Choose Your Behavior 173 Positive Behavior Overcomes Negative Behavior 173 Interact with People the Way They Prefer 174 Serving the Romantic 174 Serving the Warrior 175 Serving the Expert 175 Serving the Mastermind 176 LAST Model of Service Recovery 177 Chapter 8 Personal Relationships and Interactive Style: Better Understand Family and Friends and Enhance Your Marriage 183 Conflict Resolution 186 A Model for Conflict Resolution 188 Conclusion The Unusual Goal of an Educator 193 Index 196
Autoren-Porträt von Dave Mitchell
>Prior to starting his own organization development consulting firm, Dave was the Vice President of Human Resources and Quality for Buena Vista Hospitality Group, Corporate Director of Training and Development for Marshall Field's and a television reporter and producer for CBS News.
Bibliographische Angaben
- Autor: Dave Mitchell
- 2014, 1. Auflage, 208 Seiten, Maße: 16,4 x 23,7 cm, Gebunden, Englisch
- Verlag: Wiley & Sons
- ISBN-10: 1118726839
- ISBN-13: 9781118726839
- Erscheinungsdatum: 31.01.2014
Sprache:
Englisch
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