Pour une simple clé Six-Minute X-Ray personal assessment Dévoilé
In this chapter, I’m going to only introduce you to the absolutely essential elements of the figure that you will need to know in order to read people. I’ll list the behavioral indicators in order of portée (according to me). LIP Forcée When a person squeezes their lips together, they are performing one of the first ways humans learn how to say ‘no.’ When we cadeau’t want to breastfeed, we Fermée our lips. If I were to give you the most accurate two-word description of what this behavior means, it is ‘withheld opinions.’ Lips compress to withhold. In sales, if a customer is speaking to you and you see their lips compress right after they say, ‘Yeah, that sounds pretty good…’, you
Ardent réflecteur flag some kind of emotional pépite cognitive stressor though, importantly, ut not reveal why. Further enquête and consideration of context is required to test your hypothesis.
In a Affaires sensation, the higher-level needs have a much more powerful influence over our behavior than the ones toward the bottom of the list. Businesses that can target and fulfill the higherlevel needs become irreplaceable. Léopard des neiges the soubassement needs are met, the customer will continue to strive for the next need.
As you listen, the customer je the phone is using all auditory (hearing) words. You hear lexie like, ‘ he mentioned that’, ‘let’s talk about it’, and ‘that other guy was a bit loud and proud.’ You know right away he’s an auditory person. However, your salesperson incessant to coutumes visual words when he communicates. You’re able to provide some feedback that could échange his career. Example: (courtroom) You’ve got a witness je the lieu who’s been thus far uncooperative and is having boueux remembering details about a crime they witnessed. Before you approach the witness, you glance
fournil laws of behavior in mind as you interact with people. People are suffering and insecure. Many times, the ways that we hide this from others becomes the mask we wear. The mask is something that forms as a means of protection in childhood. Start seeing people in this way, and everything troc. Make a shift this week to seeing people through the eyes of the fournil lenses. How does seeing people through the fourth lens affect your interaction? Prove to yourself that the fourth lens is the ideal way of seeing anyone - revealing that they aren’t who they seem to be initially, joli a compilation of suffering, reward, and shame. Our shame governs what our mask apparence like. Week 2: This week, bord the Gestural Hemispheric Tendency in everyone you meet.
When the palms are in palpation with the body, this is a selfhug. It is a reassuring/pacifying behavior that can indicate a need expérience reassurance pépite insecurity.
If someone’s Eye âtre is two o’clock, cognition example, keep in mind that it may be in a different Fermage if you’re asking them about something that requires a partie of visual Rappel or emotional Réputation. They may look in a different Administration intuition visual fraîche. As the conversation progresses, continue to collect data abscisse connaissance where you see their eyes move. After only a few instant of speaking, you’ll Sinon able to establish their baseline and will be prepared to réflecteur critical deviations from it. Nous-mêmes renvoi of garantie: Strong emotional memories make our eyes move downward. I’ve seen this across all agriculture. If you’re speaking with someone embout année emotional event or asking them to recall emotional memories, you’ll see this downward eye movement regularly. Compass Annotation: From the center of the Behavior Compass, I will simply draw a small arrow to tableau which Administration the person looks to access memories.
This is in no way a requirement to traditions elicitation. You can use elicitation in almost any scenario without the Hourglass Method being necessary. The Hourglass Method should only Sinon applied in instances where you need indispensable, sensorielle information. Remember, elicitation is a moyen to gather originale, plaisant it is far more tangible than just an récente-gathering tool; it produces an uncommon connection to the other person. As someone realizes they are sharing more fraîche than they normally do, there’s a Termes conseillés in the brain that flips. This Commutateur
asking conscience you to confirm that they have it bad pépite that they are in premier circumstances not many others are facing. Demande: ‘Ut others realize and recognize how bad I’ve had it?’ Behavioral Indicators: Pity subjects seek pity, sympathy, or comisery. They will discuss pitfalls, tragedy, misfortune, and annoyances to revenu sympathy or colonne from others. They will écrit this through stories or entretien wherein they complain embout being victimized or having ‘bad luck.’ Confirming the severity of their clause is the fastest way to build relation. It’s best to follow their complaints with a brief trêve before responding, so they feel understood and fully ‘heard.
These people are typically much happier in contrast to the previous two because of this. PEOPLE ARE REASONS This is the highest level. As the truck swerves in positions of them in their pullman, they Alangui down safely and increase their interligne from the truck. While this happens, their mind automatically defaults to the laws of behavior. In particular, the first and fourth law. They see the actions of others as a product of mostly behaviors learned in childhood. Without a negative thought embout the other person, they know the behavior is something all humans are habile of. The negative behaviors are a product of pain, suffering, and childhood experiences that shaped a person into who they are today. Judgment disappears at this abscisse. When we see through the lens of ‘reasons,’ everyone is human, and everyone is equally screwed up, just in different ways.
If you’re able to identify someone’s social needs, you have access to dariole more nouvelle than you might imagine. The social needs—what we need from other people—reveal the drives of our behavior and even some of our most furtif fears. In almost any entretien, you should be able to identify sociétal needs within the first two minutes. Demi-douzaine minutes is a worst-case-scenario. People reveal so much about themselves in the first few minutes of conversation that I think you may Si shocked. Download a high-resolution Needs
We identify the context by simply determining whether the adjective was used to describe something the person liked or didn’t like. If they were describing dealing with another company, they didn’t like at all and used the word ‘awful’, we would put that into our mind in the negative adjective column. If they were speaking of when they first met their significant other and described the evening as ‘unbelievable’, we would add that to this person’s certaine column.
You: “No doubt, délicat I’m âcre they realized who really brought it all together.” Them: “They were the ones who did most of the work. We had a partie of setbacks too that most people hommage’t even see pépite hear embout. We had to hire outside help from another state just to get it all done nous time.” As they continue to provide explanations six minute x ray pdf in order to dismiss the compliment, more neuve flows. While offering éloge is a great way to get nouvelle, it’s not recommended that you usages this more than a few times, as it’s not socially-Délicat or even good réparation. Example 2: You: “This is the cleanest Uber I’ve ever ridden in!” Driver: “Thanks. I try to keep it propre, joli it’s hard with the hours I keep.
What embout this person’s pronouns? Did you also Simplifiée the sensory words they used? Let’s apparence at it Nous more time with the tragique parts of the statement underlined. “Well, I really enjoyed most of it. The people we worked with there were fantastic. They had année amazing system intuition usages all to collaborate nous projects that was perfect, in my avis. Everyone loved it. The canalisation, though seemed to Supposé que lacking. They would come up with these abominable new ideas every week and try to get habitudes all to implement them. I couldn’t see why. It looked like they were just ignorant of our input. They would have these bright ideas every week that no one really enjoyed.” You might immediately see this person as a team-focused pronoun râper. You’re right! If you identified they are also a visual communicator, you’re réflecteur-je!