How to crack client psyche code in seconds

The toughest professional hurdles can be overcome if you figure out what kind of communicator you are dealing with, saysu00a0a new book.u00a0FYI leafs through its pages to bring you a quick guide to cracking the communication code

Professionals with enough experience in their field will tell you, most problems would get solved in a jiffy if you are able to connect with those around you. Michael Losier's new book, Law of Connection, says pretty much the same thing. His basic premise is that two people will connect better if they share a good rapport. According to Losier, building that all-essential rapport is not that hard either. All you need is to understand people's communication styles and tweak yours to match theirs. Building a rapport with someone depends on verbal and non-verbal cues you send out. If you are able to pick up the cues, you are in a better position to connect with the person. Here's a guide to first figuring out what kind of communicator you are dealing with, and tips to get your message through to him.



The Visual Communicator
A visual style communicator is someone who sees and memorises things in pictures, learns quickly, values time a lot, gets bored easily when s/he has no plan and prefers looking at the macro than the micro. You'll often hear a visual communicator make statements like, "I see what you mean" or "Don't keep me in the dark".

To build and maintain rapport with a visual communicator:
>>Give him advance notice before you make a change in his schedule.
>>Feed him crisp information.
>>Suggest he takes time to organise his room or workspace.
>>Suggest he plan a future activity, like a new business plan or vacation.

The Auditory Communicator
An auditory style communicator is someone who remembers every word that s/he hears, learns by listening and does not need to keep notes, is a good storyteller and talks to himself when concentrating on a job. You'll often hear an auditory communicator make statements like, "Tell me more" or "That rings a bell".

To build and maintain rapport with an auditory communicator:
>>Let him know you are open to his ideas and can be his sounding board.
>>Give him your full attention as a listener.
>>If he digresses, gently nudge him back on track.
>>Help him focus on what he really wants.

The Kinesthetic Communicator
A kinesthetic style communicator is someone who often speaks slowly, learns best through doing, relies a lot on how s/he feels, takes time to settle into a new environment. "It feels right to me" and "Let's touch upon this" are often-used statements.

To build and maintain rapport with a kinesthetic communicator:
>>Give him time to be alone in his space.
>>Don't overwhelm him with too much information at once.
>>Offer to do things with him in a team.
>>Give him lots of time to get to the point.

The Digital Communicator
A digital style communicator is someone who memorises by sequence, is detail-oriented, has a strong need to make sense of his surroundings, learns by working things out in his mind. "Describe in detailu2026" or "I know what you mean" are favourite lines.

To build and maintain rapport with a digital communicator:
>>Give him time for closure and completion.
>>Remind him to eat because he can get so engrossed in work, he can overlook meal time.
>>Suggest he believes in what he is doing and not worry a lot about the future.
>>Give him a quiet and private work environment.

Easy tips to make that connect
Reframing: Reframe your statement from a potentially negative communication, to a positive one.
Future Pacing: Be a bearer of good tidings by getting people to view the future more optimistically.
Installing: Install a suggestion in another person's mind by making intentional suggestions.
Positive Presupposition: Making a statement with a positive assumption elicits a positive response too.

We ask corporates, Why do your communication skills matter?

Rahul Wadhwani
Managing partner, Planman Consulting
When you are communicating with a client, it's great if you are able to find a common area that helps you bond with them. You will rarely find an introvert doing well in fields like sales and marketing.

Anita Shantaram
Corporate trainer and educator
If you are unable to communicate well, you might not get noticed in the office. It gets difficult to convince somebody with a differing viewpoint, about your stance, if you can't connect with them.

Law of Connection by Michael Losier has been published by Hachette and is available at all leading bookstores for Rs 350