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THE POWER OF READING PEOPLE
Neuroscientists like Gerhard Roth emphasize that logical argu-
ments for change, no matter how compelling, usually don’t impact
behavior. Wanting to change is not about intellectual reasoning; it’s
entirely about motivation. To inspire change in someone, we must
appeal to their personal reasons and motivations or assist them in
discovering these for themselves.
This principle is echoed by a detective we once spoke with who
observed, “When a suspect confesses, it’s not usually because we
forced the confession but rather because they felt the need to share
their story.”
Key Point: Personal Change Must Be Self-Motivated
The ability to discern and articulate the motivations driving
someone’s behavior is a powerful tool for personal adapta-
tion. However, true change in behavior must be self-directed.
As leaders, salespeople, team members, or recruiters, we can
encourage and support others in their desire to change,
helping them to take the first step.
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