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THE POWER OF READING PEOPLE

or is focused on details? Shouldn’t they just concentrate on sharpen-
ing their social skills?

We believe it’s essential to understand yourself. Knowing yourself
helps predict your reactions to challenging situations—like a de-
manding customer, an inquisitive candidate, or a forthright em-
ployee during a performance review. Similar to how an FBI agent

builds rapport with a suspect, your self-awareness sheds light on
your strengths, areas for improvement, and your potential. What’s
more, understanding the impact you have on others and how you’re
perceived during interactions is invaluable. It’s not just about intro-
spection; it’s about how this awareness translates to better relation-
ships and communication in business.

Key Point: Knowing Yourself Helps You
Understand Others’ Reactions

Understanding how you’re likely to appear to or affect others
allows you to enhance certain behaviors while minimizing
others. This insight also makes it easier for you to grasp why
people react the way they do to what you say or do.

Take a sales scenario, for example. Many sales professionals have
dominant personalities. Their goal is to close deals, and they often
do so with charm. However, this can sometimes come off as pushy

or overly eager to please, especially on a personal level, which can
put off some customers. Not everyone will feel this way, but for
those who do, it can be problematic for the salesperson. Here’s the
upside: Salespeople who are aware of their dominant approach can

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