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TURNING TTI SUCCESS INSIGHTS’ ASSESSMENTS INTO . . .

By the way, keep this key point in mind whenever you are asking
questions:

Key Point: Don’t Ask Questions If You’re
Not Prepared to Listen

The effectiveness of any question is nullified if you don’t allow
the person you’re speaking with to answer fully and without
interruption. The art of asking questions is inextricably linked
with the skill of listening attentively.

Pay Attention to Body Language

Psychological research, notably that of Albert Mehrabian, suggests
that only 7 percent of our communicative impact comes from the
actual words we use. The tone of our voice has a 38 percent impact,
while body language dominates with a 55 percent influence on how
we’re perceived by others. These figures underscore the significant
role that gestures, facial expressions, tone, and overall physicality
play in communication. The adage “It’s not what you say, but how
you say it” encapsulates this idea.

When it comes to establishing trust and understanding the behav-
ioral style and motivations of the person you’re conversing with,
body language is critical in two key aspects:

• Interpretation: By observing body language, you can gain
insights into the other person’s feelings and attitudes, which
may not be explicitly communicated through words. This
can include signs of comfort, interest, or distress that can
help you tailor your approach during the interaction.

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