Have you ever wondered why some people communicate so easily with their partners? Do you want to know what language to use when you are addressing your customers and your team members?
Whenever you are trying to sell something to someone, you are using 2 ways of transmitting your message: through words and through body language.
In today’s interview Lynda Dyer highlighted that, above all else, your body language says more about you than you would sometimes want. Did you know that words (what you say) represent only 7% of the message you are sending? 75% of your message is body language.
So how can you influence people? You first have to understand their body language.
The Body Language
Understanding it is wonderful, but understanding it in the workplace is imperative. According to body language, there are 4 “ways” of people:
1. The Visual (40% of population)
2. The Kinaesthetic (40% of population)
3. The Auditory (10% of population)
4. The AD (Auditory Digital) (10%of population)
Then, what you need to understand is that your company needs a mixture of these people; more exactly, the right mixture in the right place. It’s important to think about the types of personalities we’re putting into particular roles (our team members).
Thus, the Marketing Department will take the visuals and kinaesthetics, while the Accounting Department will take the auditory and the ADs.
How do the two communicate?
Being such different personalities with such a different view on the world, you understand why the marketing dept is never getting along with the accounting dept. The irony – and at the same time the solution to this problem – is that both parties have the same goal: business growth.
Lynda notices that, whenever you make the two parties understand that they both have the same goal, everything in your business will start to mingle and your company will finally move forward.
Does your team have the right attitude?
Another problem we, business owners, encounter in our business most of the time is the attitude of “I am always right and you are always wrong”. By learning certain negotiation skills you can pass them on to your team members and change this negative attitude they have.
Instead of having that behavior, suggest them to take a different approach on things: “I think your idea is interesting, although I cannot see its use. Can you please explain where do you want to go with it? What is your goal with this idea?”
The importance of educating your team and of being in constant communication with them is vital to your business. Imagine: 60% of what a business makes goes away to its staff. Do you understand where your money is going?
Instead of judging people for their ideas, encourage them to come up with new ideas all the time. Pay people for their ideas, not for them coming to work each day and doing whatever you tell them.
Make the most of your weekly team meetings: give your employees a voice.
The Physiology and Psychology of Excellent:
Each week during your team meetings ask your team:
- What is working in this business?
- What’s NOT working in this business?
It will give you a clear understanding of the things you are doing RIGHT and the things you are doing WRONG. According to this feedback, work with your team to decide on the strategies you can use to right the wrongs.
The ideas your staff come up with can have a HUGE impact on the bottom line of a business:
Using the right language to address clients
The first step to having a fruitful collaboration with your clients is to understand that you fit in one of the 4 categories. This means there still are 3 more ways you are not.
Start each of your meetings with: “Hi! How was your day? Glad to have you all in!” This approach makes people click and has them thinking “wow, this person is talking TO me!” – you are therefore using language which makes people feel important.
Tip: The representative avatars that you need to learn about are those you are NOT.
Here are the four ways of people and the typical language each of them uses:
Tip: In your marketing (be it online or offline) you will have to use ALL forms of marketing for ALL 4 types of people. Do this, and you are more likely to appeal to a broader audience.
That’s it for today! If you want to get in touch with Lynda you can contact her here.
I’ll be looking forward to seeing you next week in the company of another amazing business person!