Page 17 - Boettcher.indb

INTRODUCTION

HOW LEARNING TO READ PEOPLE CAN
LEAD TO SUCCESS
The foundation of our message is this: Using a reliable approach to

understanding the individuals you interact with, you can engage
with them on their own terms. Recognizing the reasons behind
people’s behaviors and responses allows you to adapt your commu-
nication to connect more effectively.

Our collective experience has shown us that self-assessment skills,
coupled with the ability to discern others’ behavioral styles, greatly

enhance your ability to communicate. This understanding fosters
communicative competence, empowering you to interact with
greater empathy and efficacy.

While a book cannot tailor its message to every reader’s unique per-
spective, especially when it aims to reach a diverse audience, the
principles within can be applied in direct interactions. In dialogue
with customers, employees, managers, and candidates, possessing a

methodology to understand their values and emotional landscapes
offers considerable benefits:

• As a salesperson, you can tailor your sales pitch, handle ob-
jections, and adjust your closing techniques to align with the
customer’s preferences.

• When preparing for a succession plan, this information
serves to highlight the disparities between the business re-
quirements and the qualifications of potential candidates.
Moreover, it offers guidance on how to adequately equip and
prepare these individuals for success in their forthcoming

responsibilities.
• As a manager or entrepreneur, you recognize what motivates

each team member. You can choose the best leadership style

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