Reading People for Results
by Andrew Bryant
Director of Self Leadership International
If you know what to look for you will realise that people cannot not communicate! Their body language, their voice tone and most importantly their behaviour give us a clear indication of what their needs are and values and how they perceive the world.
Many companies have recognised the importance of picking the right person for the job and so use personalilty proflling tests such a DISC and Myers Briggs. Whist these are useful, you may not have access to a person's test scores when you are in conflict with them or attempting to influence them. So I think you will agree that learning to read people with observation, listening and a few well targeted questions is extremely useful.
In June I am training a 'Reading People' workshop here in Singapore, so to wet your appetite here is a principle to consider:
Behind every behaviour is a positive intention - all human behaviour is preceded by a conscious or unconscious intention, value or need. The intention is positive to the individual performing the behaviour but the behaviour may not be positive to others. The first step in reading people is to ask yourself the question, "What is their intention in doing that?"
Just yesterday I was coaching a manager who was attempting to develop a less directive and more consultative style but was failing in the attempt. I asked the question, "What is behind your attempt to give solutions to your subordinates, what do you get from it?" The manager thought for a moment and came to the realisation - that her intention was to get recognition for knowing the answers.
Last week I was conducting a training on conflict management and we were looking at peoples default behaviour in conflict. The majority of the class self-assessed themselves as compromising whilst a couple were avoiding and one was forceful. Behaviour in conflict demonstrates a person's intention - is it to compete and win? Or is it to maintain relationships?
The two intentions are not mutually exclusive and with training we can learn to be collaborative and create win/win outcomes, but to do this we must get good at reading people.
In selling, if we read the person's intention we will know if they are motivated by security, performance, appearance, convenience, economy or durability. This knowledge will allow you to customise your approach and close more sales.
So learning to read people will allow you to: Hire the right people for a position, improve your communication with employees and colleagues, sell your message or products in a way that will be accepted, motivate people in ways that work, build strong and lasting relationships.