Power of Understanding People

The Key to Strengthening Relationships, Increasing Sales, and Enhancing Organizational Performance

Inbunden, Engelska, 2014

196 kr

Beställningsvara. Skickas inom 7-10 vardagar. Fri frakt över 249 kr.

Beskrivning

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 preferencesExplains 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 moreExamines strategies for creating a high performing work environment and achieve greater customer service excellenceContains conflict resolution strategies, including how to effectively work out differences within a team, between work units, with customers, and even in your personal lifeArmed 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.

Produktinformation

Utgivningsdatum:2014-01-31
Mått:155 x 231 x 25 mm
Vikt:386 g
Format:Inbunden
Språk:Engelska
Antal sidor:208
Förlag:John Wiley & Sons Inc
ISBN:9781118726839

Utforska kategorier

Ledarskapsböcker inom Ekonomi och Ledarskap

Mer om författaren

Dave Mitchell (Denver, CO; is an international speaker, trainer, consultant, writer and entrepreneur who has spoken before thousands of audiences who have been delighted with his entertaining style and powerful stories. Since founding the Leadership Difference in 1995, over 250,000 people have attended Dave's seminars on topics that include leadership, customer service, selling skills, and personal performance enhancement. His clients include Allstate Insurance, Bank of America, Universal Studios, Hilton Worldwide, Sub-Zero Wolf Appliances, Electrolux Appliances, Trek Bikes, Walt Disney World, Pitney-Bowes, Novartis Pharmaceuticals and the CIA.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.

Innehållsförteckning

Preface viiIntroduction We Are All Delusional! 1Sociocultural Schemas 3Interactive Styles 4Hollywood Style! 10A Disclaimer 11The Assessment 12Chapter 1 Understanding Romantics and Warriors: It’s Feelings versus Logic for These Styles 17Romantics 27Warriors 28Chapter 2 Understanding Experts and Masterminds: Tried and True Contrasted with Possibilities 33Experts 46Masterminds 48Chapter 3 The 12 Interactive Combinations—Hollywood Style! 51The Best Friend 51The Love Interest 56The Crusader 61The Hired Gun 66The Sage 71The Power Broker 76The Voice of Reason 80The Specialist 85The Detective 90The Eccentric 97The Social Reformer 104The Adventurer 109Chapter 4 Recognizing Each Style: The Behavioral Cues That Might Indicate Another Person’s Style 115How Do I Recognize Romantics and Warriors? 118How Do I Recognize Experts and Masterminds 121Chapter 5 Leading Each Style: Creating a High-Performing Culture by Understanding Interactive Style 127Coaching and Counseling by Style 132Progressive Counseling 134Things to Consider When Counseling Each Style 137Chapter 6 Selling to Each Style: You Can Expand Your Market Share by Adjusting to Your Consumer’s Interactive Style 141Establish Rapport 145Framing Tips 150Common Objections 159Handling Objection Model 162Chapter 7 Providing Customer Service to Each Style: The Key to High Customer Satisfaction Results is Adjusting to the Customer’s Style 171Behavior Breeds Behavior 172You Can Choose Your Behavior 173Positive Behavior Overcomes Negative Behavior 173Interact with People the Way They Prefer 174Serving the Romantic 174Serving the Warrior 175Serving the Expert 175Serving the Mastermind 176LAST Model of Service Recovery 177Chapter 8 Personal Relationships and Interactive Style: Better Understand Family and Friends and Enhance Your Marriage 183Conflict Resolution 186A Model for Conflict Resolution 188Conclusion The Unusual Goal of an Educator 193Index 196