How often have you personally wondered, or overheard someone else
pondering the key components of successful, effective and meaningful
communication? While perfecting communication skills undoubtedly
encompasses numerous aspects and acquired traits/ knowledge, unless it
begins with a clearcut focus on enhancing one's abilities and skills in
terms of understanding human nature, there can be no way to effectively
communicate. One of the most famous and successful life insurance
salespersons of all times, Ben Feldman, insisted that success in any
type of interpersonal sales required only about one percent technical
knowledge, while requiring ninety nine percent understanding human
nature. How can anyone effectively communicate his message if he lacks
the ability to appreciate and understand the perspective, needs, nuances
and preferences of others? The reality is that best salespersons,
leaders, managers, etc., invariably are those that realize that the
probability of getting one's message across necessitates effectively
communicating, and that requires proactively seeking out learning as
much as possible about human nature.Whether you are a Real Estate professional, Investment/ Financial Adviser, or Negotiations professional, it is essential to realize that it is often dangerous to over - generalize, rather than follow a one - size - fits - all mindset/ approach.
1. What does understanding human nature actually mean? In the vast majority of situations, it requires proactivity, rather than passive behavior, because one must use many of his senses, including his sight, hearing, etc., and pay attention to how others behave and act, and why. For example, the most successful salesperson is generally the one that finds his potential buyer's "hot button" and focuses on how the service and/ or product will improve something for the buyer. Understanding human nature means that the discussion must encompass needs, and unless one is willing and able to understand the various nuances, preferences, and even quirks, his ability to effectively communicate is limited and even diminished.
2. It is important to understand that others are generally far more interested, and therefore potentially motivated to action, when the discussion is about them, and their needs. Great communicators invariably discuss issues and ideas in terms of how they impact and serve others, and not merely in terms of services offered. Most people need to know how something impacts and effects them, and why, rather than merely being told about services provided. In order to do so, the priority must be placed on getting a better idea and understanding of human nature.
Great communicators invariably are those that prioritize participatory discussions, because once you get others to participate, you learn far more about them. A two way discussion is true communication, while merely making a statement without participation is talking at, rather than the necessary speaking to, one's potential audience. Remember and understand that we each have two ears, but only one mouth, and therefore, we should listen far more often, than we speak!
1. What does understanding human nature actually mean? In the vast majority of situations, it requires proactivity, rather than passive behavior, because one must use many of his senses, including his sight, hearing, etc., and pay attention to how others behave and act, and why. For example, the most successful salesperson is generally the one that finds his potential buyer's "hot button" and focuses on how the service and/ or product will improve something for the buyer. Understanding human nature means that the discussion must encompass needs, and unless one is willing and able to understand the various nuances, preferences, and even quirks, his ability to effectively communicate is limited and even diminished.
2. It is important to understand that others are generally far more interested, and therefore potentially motivated to action, when the discussion is about them, and their needs. Great communicators invariably discuss issues and ideas in terms of how they impact and serve others, and not merely in terms of services offered. Most people need to know how something impacts and effects them, and why, rather than merely being told about services provided. In order to do so, the priority must be placed on getting a better idea and understanding of human nature.
Great communicators invariably are those that prioritize participatory discussions, because once you get others to participate, you learn far more about them. A two way discussion is true communication, while merely making a statement without participation is talking at, rather than the necessary speaking to, one's potential audience. Remember and understand that we each have two ears, but only one mouth, and therefore, we should listen far more often, than we speak!
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