Over the last couple of years I have heard more and more managers and executives complain:
- I don’t understand what they are saying.
- He/she has a hard time getting along with their coworkers.
- They’re knowledgeable but the customers constantly complain.
- Why can’t they get along?
- Why can’t they just work it out?
As more and more interpersonal skills are required from technical people situations where these types of complaints are on the increase. The Soft Skills that are needed to prevent these complaints are rarely taught. The few places they are taught their method is not optimized for technically minded people.
At Elevated Speaking we broke down key factors of good Soft Skills into a simple, teachable, matrix. Each section is taught in a manner optimal for technical people to learn quickly. The basic techniques can be put into practice the first day.
Your brain stores information in one of these preferred methods. Think of an event in the past. What came to you first? Was it an image, sound or feeling? Listening for key words and rate of speech can give you clues to how people store information. Knowing this allows you to present information to customer with less confusion and more clarity.
One critical task that specialists have when dealing with customers is to educate. People draw their learning preference from four different styles. When you present information to your customer in their preferred style of learning you reduce confusion and it’s more enjoyable for your customer.
Since Carl Jung identified the different ‘personality types’ the research in this area has exploded. Most people have a primary and a secondary type. Understanding a personality type gives you a glimpse into why people do what they do. Presenting in line with your customer’s personality type(s) reduces resistance, which in turn eases the sales process.
Cognitive science has discovered your brain uses several shortcuts as it interprets the world and its interactions. Remember the last time you read something that did not make sense? But when you reread the the sentence, you realized you’d substituted a similar looking word. This is called Change Resistance, when your brain sees something it recognizes it automatically puts in what it thinks should be there. Did you notice the extra “the” above? Most people don’t. What else might you be missing? When you recognize which shortcuts a person is using you can work with it and not against it.
Call us today for your free initial consultation to better technical relationships.