Words That Get Results for Business Leaders

Summary

In this insightful discussion, expert Shelly Rose Charvet shares her unique perspective on the power of language to influence behavior and motivate people. Drawing from her extensive research in neurolinguistic programming, she unveils the different patterns of motivation and how understanding these patterns can help predict and influence behavior more effectively. Through practical examples and techniques like the 'suggestion model' and 'bad news formula,' Shelly provides actionable strategies for communicating in a way that resonates with people's motivations, whether they are inclined towards goals or problems. Her engaging approach offers valuable insights for leaders, salespeople, and anyone seeking to improve their ability to connect with and influence others.

Takeaways

• 😀 People are motivated differently - some are driven by achieving goals (towards), while others aim to avoid problems (away from).
• 🤝 When trying to influence or persuade others, using the same strategies that convince ourselves may not be effective for them.
• 👂 Listen for the language people use to understand if they are internally motivated (want to decide for themselves) or externally motivated (seek guidance from others).
• 🔑 Matching your language to the other person's motivational tendencies (towards/away, internal/external) can significantly increase your ability to influence them.
• 💭 Use the 'Suggestion Model' (make a suggestion, highlight what it solves/prevents, state the benefits, explain why it's easy) to provide feedback or suggestions effectively.
• ☹️ When delivering bad news or criticism, use the 'Bad News Formula' (state the bad news, then follow with three pieces of good news) to balance the negative with positives.
• 🌎 Different cultures and regions may respond differently to influence attempts based on their motivational tendencies and trust in authorities.
• 🗣️ Rather than trying to persuade others through information or directives, ask questions to understand their values, goals, and motivations.
• 🔄 Combine 'towards' and 'away from' motivations by visualizing both the desired outcome and the problem you want to avoid for sustained motivation.
• 📚 Shelley Rose Charvet's book 'Words That Change Minds' and the Libretta tool provide practical strategies for understanding and applying motivational language patterns.

Q & A

What is the main topic of this video script?

The main topic of the video script is about using words and language patterns to influence people's behavior and motivation. It discusses the principles and techniques developed by Shelly Rose Charvet to improve communication and influence.

What are the six main 'motivation triggers' discussed in the script?

The six main motivation triggers discussed are: 1) Toward - motivated by goals and desires, 2) Away From - motivated by avoiding problems or negatives, 3) Internal - making decisions for oneself, 4) External - relying on outside guidance or credibility, 5) Options - wanting multiple choices, and 6) Procedures - wanting clear steps or instructions.

Why is understanding these motivation triggers important for influencing people?

Understanding these motivation triggers is important because people have different motivations and respond better to language that aligns with their specific motivational patterns. Using the right language patterns can increase the chances of effectively influencing and persuading others.

What is the 'suggestion model' mentioned in the script?

The suggestion model is a four-step process for providing feedback or suggestions in a way that lowers resistance and makes it easier for people to hear and consider implementing the suggestion. The steps are: 1) Make the suggestion, 2) Explain what it prevents/solves, 3) State the benefits, and 4) Explain why it's easy.

What is the 'bad news formula' discussed in the script?

The bad news formula is a technique for delivering criticism or negative feedback in a way that balances it with positive information. The steps are: 1) Start with the bad news, 2) Use the word 'but', 3) Provide three pieces of good news or positive points.

How can understanding motivation triggers help in sales and marketing?

Understanding motivation triggers can help in sales and marketing by tailoring messaging and language to align with the specific motivations of potential customers. This can make marketing materials and sales pitches more effective and persuasive for different segments of the target audience.

What role does language play in venture capital funding for female entrepreneurs?

The script mentions a Harvard study that found investors tend to ask male founders questions about achieving goals and winning, while asking female founders questions about avoiding failure. This language focused on avoiding negatives rather than achieving positives may contribute to the disproportionately low venture capital funding received by female entrepreneurs.

How can the techniques discussed in the script be applied to government communication during the COVID-19 pandemic?

The script suggests that instead of using definitive statements or commands, governments could be more effective in influencing public behavior by understanding people's motivations and values around health and safety, and framing messaging in language that aligns with those motivations.

What advice does the script offer for dealing with difficult or stubborn people?

The advice offered is to first assess whether you truly want to work with that person. If so, try to identify their motivational patterns (likely internal and away from) and use language that aligns with those patterns, such as framing suggestions in terms of preventing problems or missed opportunities.

What are the three steps recommended in the script for improving the use of influential language in the next 30 days?

The three steps recommended are: 1) Look for motivational patterns in emails and communication, 2) Match your language to those patterns, and 3) Use the suggestion model and bad news formula in your communication.